Creating a Relevant Microsoft CRM Demo

During my time as a Microsoft CRM partner I have both been presented to and have presented a fair number of CRM application demos. Some of those demonstrations have been fantastic and some have been absolutely dreadful! For today’s article I would like to take a look at what a prospective customer should look for in a Microsoft CRM product demo and from a vendors point of view how to not only successfully present Microsoft CRM, but also ensure the demonstration is relevant to the customer’s needs. The following is my top five points on how to create a successful, relevant Microsoft CRM demo:

Create relevant demo data.
One of the easiest traps to fall into in presenting Microsoft CRM, and one that really annoys most, is to use the standard Microsoft CRM demo data. For anyone who hasn’t played with a demo version of Microsoft CRM, the demo data is based on a fictitious company Adventure Works, a bicycle manufacturer. Unfortunately this data is not relevant to most industries. Presenting a solution using the prospective customers own data adds real relevance to the demo. From a customer’s perspective it allows the customer to better understand how the application will work in their own environment.

Present a solution not the product.
Rather than show off the features and functionality of Microsoft CRM, demonstrate how Microsoft CRM can solve the prospective customer’s business problems and how it can be used to create a solution. This will mean that before creating the Microsoft CRM demo, some time will need invested with the prospective customer understanding why they are looking at implementing a CRM application and what business problems they are trying to solve.

Demonstrate Microsoft CRM through a storyline. Following on the previous point demonstrate Microsoft CRM from a particular user’s point of view through a storyline. For example you can demonstrate a “Day in the life” of the Sales Manager and show how he may use the Microsoft CRM to assist him through the day. Again rather than demonstrating features and function you will show how the application can assist the Sales Manager in productively managing his day.

Create a demo script but be prepared to be flexible. Ensure you that have created and printed out a predefined demo script that you can follow during the Microsoft CRM demo. This will ensure that you don’t forget to demonstrate any part of the solution. However you may find that during the Microsoft CRM demo that the customer may want to see a certain area in more detail, or alternatively may want to skip over particular area that is not relevant. Don’t be too attached to your demo script and allow yourself to be driven by the customer’s needs during the demo.

Keep the Microsoft CRM demo short and focused.
Know how long you have for the demo beforehand and ensure that you allow time for questions during and after. Ensure that your demo presents the areas that the customer has expressed interest in beforehand and don’t labour too much on general look and feel and basic functionality. For example the customer will expect that the application can track company and contact information, so while you may mention this, don’t go into detail, rather spend time on how the customer can easily extract and analyse vital sales information, which will help them manage their business.