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)
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…!]