Monday, April 30, 2018

Chunking and Timing in Demos

Consider the following potential “chunks” for a database (e.g., CRM or similar) demo:

  • Set up the System
  • Put Stuff In
  • Put a Bunch of Stuff In
  • Find Something (Specific)
  • Report/Compare/Analyze

Which of these is the highest value operation? 

  • Setting up the system is important, but it is only done once (hopefully), during implementation.  So that can’t be particularly valuable…

  • Putting data into the database is also important, but what is the value of entering a single database record into the system (what is the value of a new entry in a CRM system, for example)?  Not much; it is simply one set of data out of hundreds, thousands, or millions of other records.

  • Registering a pile of new records has more value, since it represents an automated method of data entry.  However, data by itself is of little value – it only has potential value.

  • Searching to find a specific piece of information begins to get interesting.  It represents an answer to a specific question, such as, “What do we know about X…?”  The value of this operation is typically tactical; it is not strategic in nature.

  • Running a report, doing a comparison, and subjecting sets of data to critical analysis represent high-value operations – answering strategic questions, uncovering gaps, finding exceptions, trends and unanticipated insights.

So, when you are considering preparing a demo of this kind of tool, which chunk(s) should you present first (and to whom)?  [Hint:  Do the Last Thing First…!]

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