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The path to successful MRP (materiel requirements planning) package selection
1Computer Science Corporation, Bridgewater, NJ.
Hospital Materiel Management Quarterly
|April 8, 1994
Summary
Transform vendor software demonstrations from sales pitches into valuable requirement assessments. Utilize a scripted demonstration approach to ensure the software package meets your company's specific needs effectively.
Area of Science:
- Business Process Management
- Software Engineering
- Information Systems
Background:
- Vendor software demonstrations often function as sales presentations, offering limited insight into a package's suitability for specific business requirements.
- Traditional demonstrations lack objective criteria for evaluating software fit, hindering effective decision-making.
Purpose of the Study:
- To propose a method for transforming vendor software demonstrations into objective requirement assessment tools.
- To enhance the value of software demonstrations in the selection process by shifting control to the prospective buyer.
Main Methods:
- Implementing a "scripted demonstration" approach where the buyer dictates the exact functionalities and scenarios to be presented.
- Establishing clear criteria for judging the software's ability to meet each specified requirement during the demonstration.
Main Results:
- The scripted demonstration shifts the focus from a sales pitch to a rigorous evaluation of software capabilities against business needs.
- This method provides a structured framework for assessing software fit, ensuring all critical requirements are addressed.
Conclusions:
- Adopting a scripted demonstration is crucial for buyers to gain control and effectively determine if a software package aligns with their company's unique requirements.
- Scripted demonstrations transform a subjective sales tactic into an objective, valuable tool for the software selection process.