Getting Past the Demo
1) The document provides tips for getting the most out of software demonstrations and evaluating requirements, including establishing clear requirements, creating agendas focused on gaps, asking questions to avoid being misled, using real scenarios for testing, taking an interview approach rather than just a demo, and keeping interactions positive. 2) Key tips include knowing your goals, avoiding getting stuck in PowerPoint presentations, questioning claims like "we can do that" until understanding how, and using scenarios to experience how a system works in practice. 3) The overall message is to take an active role in demonstrations through asking questions, discussing examples, and interviewing representatives to fully understand features and how they map to requirements.
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Getting Past the Demo
- 1. Getting Past The Demo CRM and Cake – 12 July 2017 Azadi Sheridan
- 6. Know who you want to work with – not just what software you want.
- 10. “We can do that”
- 12. Also known as “You can do that using our intuitive reporting tool.”
- 13. “If you hover a mouse over an button but don’t click, the viewer can imagine the perfect version of what happens
- 14. It doesn’t “just happen in demos”
- 15. Bad: “We are the biggest/ best/ friendliest” Good: “Let me share an example of how we work”
- 16. “What do you think best practice is?” “I have no idea about this area, but I know I should.” =
- 17. “What do you think best practice is?” “This should be in our software. Perhaps you will feel better about that if I give you the =
- 19. Work through a scenario
- 21. Seek insight rather than answers
- 22. 1)Establish requirements – know what you are looking for 2)Set-up an agenda for success – focus on requirements and gaps in understanding 3)Watch out for smoke and mirrors – ask questions 4)Use actual scenarios – get a little test drive 5)Interview not just demo 6)Suppliers are people too – encourage them along with humour and decent tea Azadi’s Demo Tips Summary
- 23. Thank you!
Editor's Notes
- Do you want a dog or a
- How to solve? Describe what you want to achieve. The framework you have to work within. Context Context Context
- Why are they the best? Why do you need to have a weekly donations report? Continuously monitor performance in order to adjust? Or need to satisfy a quarterly reporting mechanism?
- There is no need to see every feature. There is a need to see the right features and competencies. Use what you gather from initial responses to choose the right agenda Interviews – plan for questions. Let suppliers know – invite them to bring experts ideally from the delivery team.
- If you can sell a customer on our vision, then you don’t need to show software. See also long, drawn-out timelines. If ppt is used a lot to explain software, question how intuitive the software needs to be.
- ‘can’? Or ‘will’?
- Error messages happen. But a
- Examples can be given. References can be taken. Don’t forget ‘our mix of agile and waterfall’ Give suppliers a chance to share their expertise.
- At the start of v
- Plan for questions. Use the strategies you would if interviewing for a colleague. Suppliers need an environment for success – laugh at their jokes. Make them feel comfortable. You’ll get the most out of them.