Gartner Research

Consider Four Key Factors When Evaluating Supply Chain Planning Vendor Demonstrations

Published: 09 November 2016

ID: G00319029

Analyst(s): Amber Salley

Summary

Vendor demos play a very valuable component of the supply chain planning vendor selection process. Supply chain leaders should incorporate four specific activities into their vendor demonstration process to sufficiently evaluate and select the vendor's product.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Leverage Demos as Just One Step in the Software Selection Process
  • Utilize the Stakeholders' Desire to Invite Vendors for Demos by Persuading Them to Solicit and Review Written Proposals First
    • Create a Demo Script So That the Prospective Vendors Know Exactly What They Need to Demonstrate
    • Work With the Selection Team to Create a Written Scorecard, Even If Just One Demo With a Single Vendor Is Planned
  • Establish Guidelines for Demo Attendees
    • Create and Distribute a List of "Do's and Don'ts" for Demo Attendees to Help Them Interact Appropriately With Prospective Vendors
  • Give Vendors a Timeline and Ground Rules for Their Demos
    • Set Out the Ground Rules for the Demos With Each Vendor
    • Ask Vendors to Keep the Introductions Short
    • Reserve 15% or More of the Total Time for Questions at the End
    • Within the Agenda and Demo Script, Be Selectively Flexible
    • Ask Vendors for Their feedback on the Demo Script
    • Clearly Communicate What Your Team Intends to Accomplish With This Demo
    • Strictly Enforce the Prepared Agenda
  • Protect Negotiating Leverage With Vendors
    • Establish a Standard Operating Procedure for the Vendor Demo Stage in the Software Selection Process
    • Identify Which Information Will Increase the Vendor's Leverage and Erode Yours

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