Use the software demonstration to differentiate vendors
Conclusion: When multiple application software vendors claim they have the solution to an organisation’s requirements, challenge them to prove it by demonstrating their product’s differentiators and ability to process use cases.
To make the right buying decision, clients must insist the demonstration stretch the software’s functionality and the vendor’s grasp of its nuances. If this is not done, the likelihood of a wrong buying decision looms.
Vendors that do not know their software’s capabilities intimately, or are ill prepared to demonstrate them, should be rated accordingly and, unless there are mitigating circumstances, omitted from the final round in the procurement process. Vendors that are comfortable in demonstrating the software’s functionality and its ability to meet an organisation’s requirements should be seriously considered for inclusion in the final round of the procurement exercise.
About The Advisor
Alan Hansell is an emeritus IBRS advisor who focused on IT and business management. Alan specialised in critiquing and commenting on IT and business management trends, ways to justify and maximise the benefits from IT-related investment, IS management development and the role of the CIO. Alan has extensive experience in IT management, consulting and advising senior managers in matters related to IT investment. He was a Director in Gartner's Executive program and adviser to over 50 CIOs and business managers and before joining Gartner a consultant with DMR Group. He also worked as an IS professional, manager and industry consultant for IBM for nearly 30 years. Alan is a CPA and Associate of Governance Institute of Australia.