Tailoring ERP Demos: Customization That Converts

ERP demos are not just about showcasing features—they’re about crafting a story that aligns with the client’s unique needs and expectations. Whether you’re tailoring a demo for a specific industry, adapting to virtual or on-site formats, or managing advanced customization requests, personalization is the key to success. This article explores how to customize demos, handle different delivery formats, and address development-heavy requests.

1. Tailoring Demos for Industries and Clients

A tailored demo shows clients that you understand their business. It goes beyond generic features and connects the ERP solution to their pain points, processes, and goals.

Customize for Industry-Specific Needs

• For Real Estate: Highlight property management, contract tracking, and sales pipeline features.
• For Facility Management: Focus on asset tracking, maintenance scheduling, and service requests.
• For Healthcare: Emphasize patient management, inventory control, and compliance tools.

By using scenarios or dashboards that reflect the client’s industry, you demonstrate that your solution is designed for their world.

Adapt to Client Maturity and Size

• Small Businesses: Keep it simple and focus on core features like accounting, inventory, and CRM. Highlight scalability to reassure them that the ERP can grow with their needs.
• Large Enterprises: Dive deeper into advanced functionalities like multi-branch operations, custom reporting, or integrations. Emphasize how the ERP can handle complex workflows and large datasets.

Speak to Stakeholders’ Priorities

• C-Suite Executives: Focus on ROI, strategic value, and how the ERP aligns with business goals.
• Department Heads: Showcase how specific features simplify their workflows (e.g., automated payroll for HR, reporting for finance).
• End Users: Highlight usability, efficiency, and how the ERP will make their daily tasks easier.

2. Handling Virtual vs. On-Site Demos

The delivery format of a demo—virtual or on-site—has a significant impact on how it’s perceived. Adapting your approach to the setting ensures maximum engagement and professionalism.

Virtual Demos

• Technical Preparation: Test video conferencing tools, screen-sharing capabilities, and your internet connection beforehand. Ensure backup solutions are ready for potential glitches.
• Visual Engagement: Use clear and visually appealing dashboards, workflows, and reports. Avoid cluttered presentations and focus on key points.
• Interaction: Actively engage participants by asking questions, encouraging feedback, and using features like polls or chat to keep the session dynamic.
• Follow-Up: Share a recording of the session and key takeaways with attendees for later reference.

On-Site Demos

• Build Rapport: Take advantage of face-to-face interactions to create personal connections and observe non-verbal cues for real-time adjustments.
• Equipment Readiness: Bring all necessary equipment (laptops, projectors, adapters) and have backups for critical tools.
• Immersive Experience: Leverage the client’s environment to showcase how the ERP will integrate seamlessly into their operations.

3. Handling Demos Requiring Custom Development

Some clients may request demos with advanced customizations to validate specific features or workflows. Here’s how to manage such scenarios effectively:

Assess Feasibility

• Understand the Scope: Clarify whether the client is requesting minor tweaks, like configuring reports, or extensive development, like creating new modules.
• Set Expectations: Be transparent about what can realistically be delivered within the demo phase versus what requires full implementation.

Charge for Significant Effort

• When to Charge: If the demo requires substantial development time or custom coding, consider charging for the effort. Position this as part of a paid Proof of Concept (POC).
• Offset Costs: Offer to deduct the demo development fee from the total project cost if the client proceeds with the implementation.

Offer Alternatives

• Simulations: Use mockups or existing tools to simulate the requested functionality without full development.
• Focus on Value: Highlight how similar features can meet the client’s needs, even if full customization is deferred to the implementation phase.

Ready to make your demos even more effective?

Dive into the final article in our series: Mastering ERP Demos: Metrics, Teams, and Impact. Learn how to measure success, build motivated demo teams, and create a positive atmosphere that drives client decisions. If you missed the first article, start here: The Power of ERP Demos.

Is your business unique? Your ERP demo should be too.

Discover how we tailor ERP demos to fit your industry, size, and goals. From customizing workflows to focusing on KPIs, we design demos that address your specific challenges. Contact us today to see how we can create a personalized demo for your business.