What are the best ways to showcase ERP benefits through technical demos?

2 Focus on benefits, not features

A common mistake in technical demos is to focus too much on the features and functionalities of the ERP software, without explaining how they translate into benefits for the customer. Features are the characteristics of the software, such as its modules, integrations, dashboards, and reports. Benefits are the outcomes and advantages that the software can deliver, such as reduced costs, increased productivity, improved quality, and enhanced customer satisfaction. To showcase ERP benefits, you need to link each feature to a specific benefit that solves a problem or fulfills a need for the customer. For example, instead of saying "Our ERP software has a robust inventory management module", you can say "Our ERP software can help you optimize your inventory levels, reduce waste, and avoid stockouts".

4 Demonstrate value, not functionality

A technical demo is not a tutorial or a training session. It is a sales presentation that aims to demonstrate the value of your ERP software, not its functionality. Therefore, you need to avoid showing too many details, options, or settings that are not relevant to the customer's needs or goals. Instead, you need to focus on the key features and benefits that can make a difference for the customer and show them how they work in a simple and clear way. You can use visuals, such as screenshots, diagrams, or charts, to highlight the main points and make your demo more appealing. You can also use testimonials, case studies, or references to add credibility and trust to your demo.

5 Involve the customer

A technical demo should not be a one-way communication, but a two-way conversation. You need to involve the customer in your demo by asking them questions, soliciting their feedback, and addressing their objections or concerns. This will help you build rapport, understand their needs and expectations better, and tailor your demo accordingly. You can also use interactive elements, such as polls, quizzes, or surveys, to engage the customer and make your demo more fun and dynamic. You can also invite the customer to try the software themselves or to participate in a live simulation or a role-play.

6 Follow up and follow through

The technical demo is not the end of the sales process, but a part of it. You need to follow up and follow through with the customer after the demo to reinforce the value of your ERP software, answer any questions or doubts they may have, and move them closer to the purchase decision. You can follow up and follow through by sending a thank-you email, sharing a summary of the demo, providing additional information or resources, scheduling a next meeting or a call, or offering a free trial or a discount.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?