Being a consultant being called into or asked to do a product demo is inevitable. A demo is one of the most powerful tools that product/solution vendors and their partners have in their arsenal to convince prospects. The demo is a key part of the customer journey that the buyer of enterprise software takes. A good experience in this step will establish the trust that is necessary to go any further with a vendor and/or implementation partner. A great demo can make an underdog a winner while a poor demo can make the frontrunner an outright loser. Well, and sometimes the underdog’s killer demo scores them only the second place in a winner-takes-it-all world. I have seen and done that on both sides of the table, given good and bad demos, sat as a customer or trusted adviser, attending bad to great demos. And it is always amazing to see and participate. One thing is for sure: If you get into the make or break position of a competitive demo in a s...
- CRM (and other) Thoughts from Down Under