Other Vendors’ Demos – Great Source for Learning


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I’m occasionally surprised to find presales staff who have never seen another vendor’s demo – not even demos from a competitor…  (So, if you haven’t seen demos from other vendors, it is time to do so!)

For everyone, occasionally watching demos from other vendors is a terrific way to regain the customer’s perspective regarding demos.  I typically suggest that you watch demos from vendors where you actually have interest in their products – this helps to make the interaction as real as possible – be a customer.  Sign up for a demo from the vendor’s website and see how you are treated as a customer:

-          Do they just schedule a demo without asking any questions or doing Discovery?  What is the balance pre-demo experience like? 
-          How about the demo itself:
o   Was it engaging?
o   Did it address your interests?
o   Was it interactive – or a fire-hose delivery of features and functions?
o   Did you find your attention wandering – did you “check out”?  (And if so, how long into the demo did this take?)
o   What could have made the experience for valuable for you, as the customer?
-          And what happened post-demo – did they address any open issues or questions, for example?

What you learn you may wish to apply to your own demos and processes!

Republished with author's permission from original post.

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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