Debilitating Demo Diseases: Vacuuosititis


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Vacuuosititis – Cluelessness in Marketing Roll-out Demos (aka Feature Rash)

Symptoms: A rash of features and non-specific, buzzword-compliant benefit statements. Atrophied, disconnected, narcoleptic audience reaction. Snoring.

Examples: “Now I’ll show you our new biframulator tool, designed to save time and money.

“Next I’ll present all of the new capabilities we’ve put into the new release – shouldn’t take more than two hours…”

Cure: Apply Get-A-Clue™ topically. Gather Informal Success Stories from existing customers, pre-release and beta sites, and apply liberally to the affected presentation. Replace feature-orientation with Critical Business Issue/Solution scenarios. Repeat as necessary until feature rash disappears.

Copyright © 2008 The Second Derivative – All Rights Reserved.

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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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