Demo to Prototype to Iterations, is that the correct path to success?Demo to Prototype to Iterations, is that the correct path to success?
In selling software products and solutions we tailor our demonstrations to provide an overview of our capabilities that match a client’s business problem. If a client wants to replace and improve an existing process then we will mimic the process and show how we could implement a solution around their business need. The demonstration would only last about 30 minutes but sometimes includes days of preparation in understanding the business problem and providing a quick solution. The trap we are often caught in is a client stating, “I want just that, can I have that now?”.
This is not a problem from the sales team perspective but in providing a solution we have to go back to the drawing board to ensure we cover all the requirements. This will lead us down two paths. We take the demonstration and based on the known requirements build out a proof of concept or a prototype of the solution we are going to provide. From there we would gather further requirements and start iterating through to developing the final solution. The alternative is after the demonstration to go back and gather all the requirements to ensure we have the complete picture before iterating through to a solution (bypassing a prototype).
The demo – prototype – iteration path can be quite successful for projects that you can rely on previous experience in that technology. You know and understand the pitfalls and the typical issues you will come up against. This can be defined early to mitigate any risk and be part of an early iteration. Also, if the client is wanting to see results quickly and is available to dedicate time to the project this path is an easy path to success.
With more complex projects involving new technology, the demo – prototype – iteration path is fraught with danger. Whilst many will believe the quickest path to success will be doing what you have always done. It is the breaking of new ground that you need to tread lightly. Gathering all the requirements to define a design and plan to work forward would provide a much lower risk. After the demonstration is done a full scope of works and design is completed prior to the start of iterating any components of the solution. If getting time with the client to get the information required is a problem then starting to iterate too early will cause a lot of re-work. Doing a prototype based on what you think the solution maybe may create disillusion in the clients perception that you are able to deliver a solution.
Often when starting a new project with a new client, there is time to understand what path is going to lead to success. It is not just the clients time and commitment to the project that will determine the path but your experiences and knowledge of the systems that are being used will weigh heavily on the process. In the end, we all just want success for the client as that makes it a success for us. The quicker the path to success the cheaper the project and the happier the client is. You will need to be ready to decide on the path to be taken within that brief 30 minute demonstration to answer the question “Can I have that now?”.