Core tool
A poorly prepared CRM demo always leaves the same impression: that everything is possible and everything is simple. This checklist helps you structure the demonstration around your specific business cases, ask the right questions, and objectively compare vendors.
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Without preparation, the demonstration follows the vendor's standard scenario. With a defined script, you are in control: the vendor must prove that their solution meets your real-world use cases, not just their showcase examples.
Immediately after the demo, each participant completes a scoring grid for each scenario. Any gaps are discussed in a committee. This avoids being swayed by the sales pitch and keeps the decision factual.
Allow 2 to 3 hours per vendor, including Q&A time. Avoid demos that are too short, as they won't adequately cover your specific business use cases.
3 to 5 solutions, selected from a shortlist based on your requirements document. Beyond that, comparisons become difficult to manage.
Ideally yes, using an anonymised sample. This allows you to evaluate performance, UX, and data migration in near-real-world conditions.
The project sponsor, the project manager, key business users, and an IT lead. Limit the group to 6-8 people to keep the demo interactive.