Create an organized and streamlined vendor demonstration process by clearly outlining the solution expectations, and schedule any on-site demonstrations performed by a vendor. Use this instance as an opportunity to ensure that capabilities expressed by vendors are actually present within the considered solution.
Use this demonstration engagement as an opportunity to test drive a specific vendor. CRM is not just a plug and play technology; successful adoption and utilization of the solution will require an ongoing dialogue and interaction with the solution's vendor in the way of support. Ensure the vendor is up for the challenge by conducting an informal review of the timeliness, professionalism, and general demeanor of the vendor's workforce and processes.