Buyer’s Perspective – “That was very helpful


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A colleague who often assists customers in selecting software relates a true-life story regarding the impact of poorly-constructed and poorly-delivered demos:

At the close of a demo from one of several candidate vendors, the key player at the prospect said, “That was very helpful….” The vendor went away happy.

However, after the vendor had left the room, the key player turned to the other meeting participants and elaborated. He said, “That was very helpful – they just helped us eliminate a candidate – them!”

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Peter Cohan
Have you ever seen a bad software demonstration? Peter Cohan is the founder and principal of Great Demo!, focused on helping software organizations improve the success rates of their demos. He authored Great Demo! - how to prepare and deliver surprisingly compelling software demonstrations. Peter has experience as an individual contributor, manager and senior management in marketing, sales, and business development. He has also been, and continues to be, a customer.


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