What Should You Look for In a CRM Demo?
By Charles Knapp on Feb 08, 2011
I have helped firms evaluate software demos and delivered demos in diverse industries such as manufacturing, healthcare, life sciences, and travel (to name just a few). Here are a few suggestions.
First, which vendor has the best fit for your industry? Make sure that the vendor demo staff tell you clearly throughout the demo (not just in a passing comment), what portion of each business process and screen is standard, what has been configured, what has been custom coded, and what has been provided by a partner. If you don't keep asking, what you buy may be less useful than what you saw. This will lead to added (and unbudgeted) costs and time.
Second, what are the roles of the primary users? What are their top-most needs, such as exception-oriented dashboards or rapid data entry? Can you get a demo for each key role, showing how the software fits a typical workday? Have the vendor repeatedly tell you what is standard, configured, custom coded, or provided by a partner to avoid costly surprises.
Third, how well does the demo balance ease of use with completeness of business processes? One common demo approach is to hide needed fields or steps that are of low visual value. Another approach is to focus heavily on a visually appealing capability, while downplaying overall fit with your key business processes. Results: despite their business acumen, demo attendees may miss significant gaps in business fit or form an unrealistic impression about ease of use.
So, look for complete disclosure and complete CRM. To arrange a demo from Oracle, please visit http://www.oracle.com/crm.
What do you think you should look for in a CRM demo?