Debilitating Demo Diseases: Architecturitis


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Architecturitis – Death by Rectangles

Symptoms: Presentation of architectural slides and diagrams early in the demo, well before any discussion of business solutions (or needs). Far too many rectangles with lines and arrows, often presented via one or more elaborate, highly colored PowerPoint slides. May cause severe drowsiness when delivered after lunch.

Examples: “We have a three-tier architecture, allowing us to use several different modules and components. I’ll describe each of these in turn…”

Cure: Ascertain audience interest prior to presenting architecture information. Ensure that all high-ranking customer representatives, other than IT, have been given the opportunity to leave the room. When presenting, contemplate developing the diagram(s) using a whiteboard rather than via PowerPoint, so that the audience has the opportunity to participate.

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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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