What are the best ways to make an ERP demonstration easy to understand for a non-technical audience?

Over time, I've observed that many "demos" tend to overwhelm audiences with an excessive array of features, leading to disengagement. At Salesforce, we addressed this by introducing the "placemat" for prospects – a presentation roadmap outlining agreed-upon requirements. As we progressed through the demo, we gained agreement by effectively demonstrating functionalities documented on the "placemat." Prospects checked off each item, allowing us to seamlessly move to the next requirement. Upon completing all tasks on "the placement," we achieved agreement that our solution met the requirements, securing the functional close.

Know Your Audience! It is key to understand - 1. why they are at the demo and what they are looking to get out of the new ERP 2. how will the new system simplify or affect their job role This knowledge can be used to tailor the discussion to come non-technical and focus on aspects of the functionality that are beneficial to the specific role(s) of the audience. Keeping an interactive session that regularly reaffirms with the audience that they are getting what they had asked for also helps to engage them and drive the discussion in a direction that is most beneficial to all parties. Tailoring the demo to capture specific scenarios that the attendees can relate to is another way of keeping the session engaging and relevant.

Esque?a o "tecniquês" e tente trazer a sua apresenta??o para o mundo real. Ao invés de descrever tecnicamente uma funcionalidade descreva como a funcionalidade vai resolver o problema especifico do cliente. Eu prefiro apresenta??es mais sucintas e focadas na dor do cliente, porem devemos apresentar também os diferenciais do ERP mesmo que esses diferenciais n?o fa?am parte da dor do cliente.

It is essential to study your audience, know their interests and concerns, it is advisable to have separate and specialized sessions depending on the audience to make the most of the customer's time and cause the greatest impact.

I always try to use plain language, listen to what the audience are saying to me, and tie the features of the product into how it well help solve their issues. Everyone understands a solution!

In presenting our ERP demonstration, clarity is paramount. I'll sidestep technical jargon, opting for plain language and steering clear of acronyms. The goal is to elucidate the core benefits and value propositions of our solution. Complex data and irrelevant details will be omitted to prevent overwhelming the audience. To enhance comprehension, I'll incorporate analogies, metaphors, and real-world examples, ensuring a relatable and memorable presentation. If technical terms are necessary, I'll provide concise explanations, fostering a straightforward and engaging experience for our audience.

It is important to use industry flavor so that the customer feels that this session was prepared for them and that the solution is what they really need. Let them identify with the examples and see their day-to-day life reflected in the process flows. It is good to use high-level diagrams so customer always knows what stage he is in.

In your ERP demo, keep it simple. Avoid tech jargon and complex data. Focus on key benefits using clear language. Skip acronyms; explain tech terms. Use analogies and stories to connect and be memorable. Don't overwhelm—emphasize value propositions to make your message clear and relatable.

Effectively conveying your ERP demonstration requires strategic use of visual aids. Incorporate charts, graphs, diagrams, and screenshots to illustrate key points and showcase results. Utilize videos, animations, or interactive elements for a dynamic presentation. Ensure visual aids align with your message, maintaining clarity, relevance, and consistency. Avoid overwhelming your audience with excessive colors, fonts, or effects that may distract. Striking the right balance will enhance understanding and facilitate a seamless comprehension of your ERP solution.

Showing flow charts is important so that the client always knows what stage of the process they are in. Showing operational and strategic indicators gives a sense of result and helps to visualize the information in a simpler way than with endless spreadsheet reports.

Enhance your ERP demo's clarity by incorporating visual aids. Use charts, graphs, diagrams, and screenshots to illustrate points, compare solutions, and showcase results. Ensure visuals are clear, relevant, and consistent with your message—avoid unnecessary distractions like excessive colors or fonts. Engage your audience with visuals that amplify the effectiveness of your demonstration.

Everyone needs to practice and hone their active listening skills. You cannot help your customers if you are not truly listening to their problems and engaging properly with the right solution.

Involving your audience is key, for this it is important to have previously studied it, this way you can emphasize topics that are relevant to them and encourage their participation. When people feel listened, they are much more collaborative and are more willing to help in the co-construction of the final solution.

To enhance the clarity of your ERP demonstration, active audience engagement is key. Incorporate elements such as interactive questions, feedback sessions, and hands-on experiences with the ERP solution. This not only fosters rapport and trust but also addresses potential objections or questions. Injecting humor, sharing anecdotes, or presenting testimonials adds vibrancy and a personal touch to your demonstration, making it more relatable and impactful. By involving your audience, you create a dynamic and memorable experience that goes beyond a mere presentation, fostering a deeper understanding and connection with your ERP solution.

Sending additional material in a thank you email is always good. Also scheduling additional sessions to review important topics and go deeper helps keep the audience interested and establish that trusted advisor image that every software provider desires.

+ Instead of focusing on the ERP functions technically, introduce how they can improve business operation ( by number ) + Introducing how the ERP functions help resolve the problems by practical examples related to the audience (finance, HR, ... )

To enhance the clarity of your ERP demonstration, actively involve your audience. Pose questions, seek feedback, and encourage participation. Invite them to explore your ERP solution hands-on. This not only fosters rapport but also establishes trust and credibility. Address objections, concerns, or questions promptly. Injecting humor, sharing anecdotes, or incorporating testimonials adds vibrancy and a personal touch to your presentation, making it more engaging and memorable. By making your audience integral to the experience, you create a dynamic and interactive demonstration that resonates effectively.

Depending on the audience and the angle of the demonstration: - ask in advance who will be watching, this will help to prepare the best demo - in some cases, a visual demo (a la SimCity) may help to show the connection between different parts of the business and how ERP helps - for some audiences showing only the final product (reports, analytics) can help them understand the system better - others may be focused on how this system connects to certain functions of the business - then show them data flow - if there are decision-makers in the room - focus on business overview features, mostly numbers; if there are end users - show them how easy it is to do their daily work - gather questions - ERP demo is rarely a one-shot opportunity