What you'll be able to do- ✓Recognise a demo as a cherry-picked trace, not evidence of production behaviour
- ✓Ask the five questions a vendor demo is scripted to evade
- ✓Score a real demo transcript against those five questions, including partial and mixed answers
- ✓Write a vendor evaluation memo that names the one follow-up question that would change the call
Turn a polished vendor demo into a structured scorecard the client can hand back to the vendor, before any contract gets signed on the strength of five rehearsed minutes.
⌁ The second-opinion conversation a consultant has after a client has already seen an impressive demo and wants to know what they didn't see.