Organizations follow a careful application selection process that includes detailed vendor meetings, close examination of software, support and maintenance offerings, and careful questioning of customer referrals. Despite careful shortlisting, many businesses neglect the careful planning and preparation needed for vendor demonstrations, which if executed properly, can be a very valuable input to the final selection process.

In this note, Info-Tech uses ERP systems as an example to explain the importance of the vendor demonstration, and outlines the steps needed for a well-executed vendor demo day, which include:

• Choosing the right vendors to invite.
• Determining the demonstration length and defining requirements, such as use cases, scripts and bake-offs.
• Preparing a well-defined, time-boxed demo agenda.
• Selecting the right stakeholders to participate, and properly educating them on how to engage vendors.
• Building a scoring strategy and debriefing sessions to gather participant inputs.
• Communicating demonstration requirements to the vendor.

Info-Tech also outlines the best practices any enterprise should follow when the demo day arrives. Learn how to facilitate a powerful vendor demonstration which will provide substantial input for the final application selection process.