How to Get More From Enterprise Software Demos [ERP, HCM, CRM, SCM Vendor Demonstrations]

Digital Transformation with Eric Kimberling

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Too often, enterprise software demonstrations (demos) are a waste of time. They typically do not provide a realistic view of actual capabilities, they reflect vendor biases rather than customer needs, and are clouded by qualifications of sales reps (or lack thereof).
There is a better way to evaluate potential ERP, HCM, CRM, and SCM systems during your software selection process. This video explains.
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Опубликовано:

15 сен 2024

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Комментарии : 10

@Nevillefrederick 4 года назад

Very valid points. I have found that notwithstanding the critical functional requirements that should be the focus, users often do not realize that it is not "what" the software can do that is important, but "how" the processes are achieved. A simple example of very many, is that their existing software may require three steps to load a production order, but the new software may require a minimum of four or five steps. So, critical processes must be mapped out and demonstrated to the users satifaction.

@erickimberling 4 года назад

Great points - thank you for sharing!

@fsaetre 4 года назад

Some good points, but demos are your first meeting with the solution and should be seen with a bias view, but tracking existing usage might lock you into old tech with a large footprint rather than an upcoming solution with some new functionality. For instance Oracle recently added mixed mode manufacturing. SAP, Dynamics and Baan has done that for a long time... Dynamics 365 recently added e-commerce offering while SAP bought a while ago a stand alone solution with a large footprint. Durring demos, try and make the sales rep go outside the standard path. Ask them what that button does or how do you do X...

@AJ-fc4uo 4 года назад

So true to reality, spot on!

@erickimberling 4 года назад

Thank you, AJ!

@andypratico154 2 года назад

Eric, I completely agree with you. Sales demos are a waste of time. So many companies (and ERP selection consultants) rely on sales demos to attempt to determine the fit. If it takes at least one year to become fluent with an ERP, how much can you possibly uncover during a 6 hr sales demo? Besides sales demos are commonly presented by Pre Sales Consultants. What is the definition of a Pre Sales Consultant you ask? Someone you will never see again after you sign the contract. 😅

@binghoh5285 Год назад

Thanks. This video is very useful. Would be a good idea if we prepare a dummy account for them to use so that it is seamless and effortless when compared to the competitors? One of good selling points is the ease of use

@erickimberling Год назад

Yes, this is a good idea. And thank you for the feedback!