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Demonstration Post-Mortem: Why Vendors Lose Deals
In competing for client dollars, one failing makes demonstrations deadly for large and small vendors alike: lack of preparation.

scripted demonstration  slog through preparing a scripted scenario demonstration? In contrast, smaller vendors tend to be grateful just for the opportunity to compete toe-to-toe with the SAPs and Oracles of the world. Regardless of its size and market dominance, a vendor that makes it to the demonstration stage begins with a clean slate, an even playing field where it succeeds or fails based on its performance. In the vast majority of cases, one factor makes the difference. One failing makes the best in the business as Read More...
Discrete Manufacturing (ERP)
The simplified definition of enterprise resource planning (ERP) software is a set of applications that automate finance and human resources departments and help manufacturers handle jobs such as or...
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Documents related to » scripted demonstration


Great Product: Too Bad The Architecture Doesn’t Fit
During the process of product selection a great deal of attention is given to the functional capabilities of the software being evaluated. While this aspect is

scripted demonstration  TEC's methodology for functional scripted scenarios and a vendor is still in the running, the next step must be taken to ensure a smooth product implementation and effective on-going support in the customer's environment. Subject Be Prepared to Discuss the Right Subject : It must be stressed to the vendor that this phase of the software selection process is designed to evaluate technical (i.e., does the server run on Windows NT, is it a 2-tier or a 3-tier architecture) issues, not functional ones (i.e., Read More...
ERP Selection Facts and Figures Case Study Part 1: Business Model Scenarios
During a recent Enterprise Resource Planning selection engagement with a large aerospace and defense manufacturer TEC had the opportunity to evaluate and

scripted demonstration  selection methodology is the Scripted Scenarios sessions. This step requires vendors that make the short list to validate their functionality with respect to the client's business requirements through product demonstrations (To learn more about TEC's selection methodology see An Overview Of The Knowledge Based Selection Process ). The sessions require the vendor to spend over 15 hours of demonstration time showing the client how their software can be used to address specific business issues. Flexibility, Read More...
TEC to Moderate 7th ERP Vendor Shootout
Technology Evaluation Centers (TEC), the leading online resource for enterprise software decision makers, is proud to announce that it will be moderating the

scripted demonstration  software solutions through successive, scripted demonstration presentations. The event, which will take place at the San Diego Marriott Hotel & Marina, will include ERP packages from Epicor, International Business Systems (IBS), Infor, Microsoft, Oracle, and SAP. Attendees will get a side-by-side, comparative view of product functionality, user interfaces, and overall usability.     The ERP Vendor Shootout events are designed to help ERP selection teams jumpstart their software projects by getting an Read More...
How Some ERP Vendors Demonstrated - Warts and All Part 1
Contrary to what vendors may contend, not all of them are able to provide an effective out-of-the-box solution that satisfies the critical requirements of an

scripted demonstration  be included in the scripted scenarios demonstration phase. Although we were aware that four detailed demonstrations might 'numb' the selection team, we also felt strongly that eliminating one vendor would only have done a disservice to both the client and the vendor. Figure 1. Vendor Results From The RFP Responses About this Note: This is a two part note with Part 1 covering the Scripted Scenario Demonstrations. Part 2 discusses the specific results of the demonstrations with recommendations for users Read More...
2008 Software Re
A new year is upon us and with that, the word “resolution” comes to mind...res-o-l-u-tion – [rez-uh-loo-shun n] - noun 1. a resolve or determination: to

scripted demonstration  of their solutions. A scripted demonstration is an essential part of the software selection process. (A software selection without a scripted demo is like a New Year’s Eve party without the stupid hats, noise-makers, and cheap champagne). By providing vendors with your own demo script, you can more clearly see how the vendors’ solutions address the factors that are important to you. Your scripted demo should cover: supplier introduction, system overview, menus and features, system navigation, Read More...
SCT Corp Previews New B2B Planning, Execution, and eProcurement Suite
SCT Corporation is taking its new business-to-business software solution supply chain for process manufacturers and distributors on a road trip. Find out first

scripted demonstration  want to provide detailed scripted scenarios that mimic real business processes encompassing all segments in the supply chain to SCT during vendor evaluation and then expect a demonstration that addresses each step in the scenarios. Though time consuming, the preparation demanded by a diligent selection will invariably produce better results - and less headaches. Read More...
ERP for Distribution: See for Yourself How the Competition Stacks Up
Technology Evaluation Centers (TEC) is proud to announce the TEC Vendor Challenge—ERP for Distribution. The Vendor Challenge event is for distributors

scripted demonstration  see up to five scripted product demonstrations from this all-star line-up of market players. The Vendor Challenge is a great opportunity for companies looking for a new enterprise resource planning (ERP) solution or for companies that just want to see what the latest products have to offer. The solutions being demonstrated at the Vendor Challenge include: Epicor Prophet 21 IBS Enterprise Infor Distribution SX.e Microsoft Dynamics AX NetSuite SAP Business All-in-One VAI S2K Distribution Management All of Read More...
Software Selection: An Approach
Selecting package software can have long-term benefits or long-term regrets. To avoid the latter, your approach needs to be sound, logical, and prudent. It also

scripted demonstration  Selection: An Approach Introduction In the life of an IT organization, selecting a software package has become somewhat of a routine occurrence. What makes this task challenging is the type of software being evaluated relative to its scarcity and expansiveness in scope. The approach, fortunately, can be independent of these factors. These factors may mean that more time is needed to complete the project but the basic steps can essentially be the same. The emphasis and priority placed on specific Read More...
Kerridge K8 Is Now TEC Certified
TEC is pleased to announce that K8 by Kerridge Commercial Systems (KCS) is now TEC Certified for evaluation of enterprise resource planning (ERP) for

scripted demonstration  K8 Is Now TEC Certified TEC is pleased to announce that K8 by Kerridge Commercial Systems (KCS) is now TEC Certified for evaluation of enterprise resource planning (ERP) for distribution. TEC Certification is designed to help organizations evaluate enterprise software solutions so they can make more informed buying decisions. For a product to be certified, the vendor must complete a detailed research questionnaire and deliver a formal product demonstration to show our analysts the product's Read More...
Epicor to Acquire Spectrum HR
Epicor, a global leader dedicated to providing integrated enterprise resource planning (ERP), customer relationship management (CRM), supply chain management

scripted demonstration  to Acquire Spectrum HR Epicor , a global leader dedicated to providing integrated enterprise resource planning ( ERP ), customer relationship management (CRM), supply chain management (SCM), and professional service automation (PSA) software solutions to midmarket companies and divisions of the Global 1000, announced yesterday that it would be acquiring Spectrum Human Resource Systems Corporation . Epicor delivers end-to-end, industry-specific solutions for manufacturing, distribution, retail, Read More...
Resurrection, Vitality And Perseverance Of Former ERP 'Goners' Part Five: User Recommendations
Going forward in the near to mid term, enterprises will focus most of their budgets on improving and better leveraging already installed applications. All the

scripted demonstration  during the process of scripted software demonstrations can a company understand which vendors can meet their specific demands. Since requirements differ significantly among different types of process and discrete manufacturing companies, users should focus on those functions that make their kind of industry unique. From any vendor in the selection contest, do obtain in-depth demonstrations of those functional areas. Each e-business component should be put through its paces using a well-documented set of Read More...
TARGIT BI Product Certified
Recently, I met over the Web with TARGIT’s Ruben Knudsen and Ulrik Pedersen, along with some TEC cohorts to verify TARGIT’S BI product.  TARGIT had  completed a

scripted demonstration  BI Product Certified Recently, I met over the Web with TARGIT’s Ruben Knudsen and Ulrik Pedersen, along with some TEC cohorts to verify TARGIT’S BI product.  TARGIT had  completed a TEC-designed RFI containing a list of BI capabilities that every BI vendor could support  “out of the box.” The RFI is a common list of BI capabilities that we send to all BI vendors, and from the long list of TARGIT responses, we chose 172 entries for them to demonstrate. Without missing a beat, TARGIT Read More...
Improving Your Demo-To-Win Ratio - Bridge Building
Ask yourself this simple question: “Have I ever lost a deal to an inferior product?” If your answer is yes, I’ll guarantee that one of the prime reasons for

scripted demonstration  Your Demo-To-Win Ratio - Bridge Building Introduction    If you demonstrate software, the Bridge-Building concept is the most important fundamental you can learn. This technique involves bridging the mental gap between how your potential users perform their job today and how they'll perform it with your software in the future. Your prospects perform their jobs day-in and day-out using their existing methods, procedures and software (assuming they're automated). It's a habit they've formed Read More...

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