What is the difference between a software demonstration and a software examination?
I have already touched on scripted demonstrations. The notion of an examination is taking things to the next step. A software demonstration is where the software vendor sales representative is controlling the process: setting the agenda, showing you the cool features in the software, and, in essence, doing everything in their power to get you to buy. Be aware that many software sales professionals are very, very good at what they do. Many times its an uneven playing field, as you can quite literally be seduced by the wow factor inherent in many software demonstrations. Almost always, the wow has very little to do with solving problems in your organization. A software examination occurs when you have taken control of the vendor visit. You have set the agenda, created a scoring methodology, prioritized your requirements, trained your software evaluation team on how they should act, determined your X factors, and created a show me script for the vendors to follow. You should also determin
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