Question

Topic: Strategy

How To Demonstrate A Cms To Prospective Clients ?

Posted by Anonymous on 4/16/2004 at 11:45 AM ET 125 Points
I want to know as to how should one go about demonstrate a CMS to prospective clients. Should the emphasis be laid on the technical features more or on the usability of the CMS ?
To continue reading this question and the solution, sign up ... it's free!
SUBSCRIBE
Or, SIGN IN

RESPONSES

  • Posted by SRyan ;] on 4/17/2004 at 8:28 PM Accepted
    David is right... a live demo is a dangerous thing!

    For our product, we take key screen shots and put them into Powerpoint slides. Show them the hi-value shots or the real product differentiators, NOT every funcional step/screen it took to get there, though.

    Powerpoint can be dangerous, too, if you don't use it effectively. I always encourage people to read Seth Godin's e-book "Really Bad Powerpoint" if they have to use it at all! You can download it for $1.99 on Amazon.

    - Shelley
  • Posted by telemoxie on 4/18/2004 at 10:08 AM Member
    Dumb question - What is a CMS? Case management system? Contact Management System?

    Either way, I agree that demos are dangerous. Someone once told me there are three rules for selling software: 1: don't demo. 2: don't demo. 3: don't demo.

    If you don't demo, then what do you do? Focus on understanding and addressing the business issues - although a software package can do many things, there is often a single need which will justify a purchase. Focus your energies on that one issue, prove that your solution is better here than the competition. If you need to do a very focused demonstration to prove that your software will solve their key issue, ok. But avoid rambling, never ending demos.
  • Posted by Blaine Wilkerson on 4/18/2004 at 10:59 PM Accepted
    Focus on the needs of the prospective clients FIRST.

    Then match the usuablilty features with the determined needs.

    Lastly, you may get technical either at the end of the presentation or at the end of explaining how each feature will suit their need.

    For Example: Let's say your customers are doctors offices and hospitals. ONe of the primary needs are file security and patient privacy (HIPAA). Start off by explaing how "this" feature secures patient data with one click thanks to out "TPG7800 Turbo X Chipset Parsing Encryptor". Or the the "Turbo X" part for the IT people or for a specific answer to a question.

    In summary, start with the need, fuse it to the usuabilty, then get techie if necessary.

    Good Luck!
BACK TO TOP

Post a Comment

Related Discussions

Community Info

Top 25 Experts
(Strategy)