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Focus Research Insight: What do you expect out of a vendor's demo?
The best way to see a product is to SEE it! Buyers are constantly emphasizing the importance of demos, trials, pilots, etc. but what do you look for in a demo? Do screenshots, prototype reporting, general interface navigation suffice? Or, do you prefer something more customized to your company, industry, size, etc.? How do you think vendors could better personalize demos in their presentations?
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This depends heavily on what we're buying. If it's a word-processor or a BI tool then screen shots and power point are probably okay. If it's a new QOS traffic throttler then I need to see it in action doing the advertised job on site.
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