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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.

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