Far too often we see vendors present software screens by simply showing them, standing back, and saying something like, “Isn’t that dashboard terrific? A single pane of glass…” This is not particularly effective….
Here, instead, is a structured approach to apply when describing key software screens (aka as Illustrations in Great Demo! methodology). While pointing precisely, describe;
- What the audience is seeing: Describe What the capability does;
- The business value: Communicate How the customer can use the capability to address their specific business problems;
- The tangible gain (the Delta): Share How Much gain/savings the capability enables, expressed in real numbers.
This simple process will (rather dramatically) improve your communication of the value of your offering. Give it a try!