Over the last few months, I've noticed a trend. Prospects are expecting to see a simplified or 'dumbed-down' approach to the scenarios that I play out during demos. In fact, I've heard the comment 'iMIS looks too complicated for my needs...'. Ouch!
Let me explain more fully.
I've been doing major demos to large prospects, you know the ones. Full day demo with 10 staff in the room, and I'm supposed to show everything under the sun, and respond to questions throughout the entire time. I call these "Due Diligence Demos", the 3 D's, or Due Dili Demos. So here's the dilemna. (Say that alliteration fast!)