The sheer number of software demonstrations I sit through where the vendor manages to snatch defeat from the jaws of victory is utterly staggering. I’m talking about products I know for a fact are solid, robust, and feature-rich—completely butchered because the very people hired by their own companies to sell them can’t logically walk a prospect through the system. It’s an absolute disconnect. We are living in a world where technology is supposedly getting easier, yet the basic art of demonstrating value and showing a logical process seems as distant as the moon.
As a consultant, deep preparation has been undertaken. Previews and briefings, target areas and mission-critical capabilities canvassed, discussed, and primed. Alignment has been shared with the client regarding overall ecosystem fit and environmental impacts. I’ve walked both parties right up to the altar for a product I genuinely believe is the right fit. Then, we sit down for the review, and I have to watch the whole thing fall into a spectacular heap. Despite the preparation and the essential information on approach, the failure to execute is mind-boggling. It is incredibly frustrating. It’s like watching a star striker trip over the ball with an open goal gaping.
Instead of a masterclass in operational flow, we’re subjected to these chaotic, ill-considered click-fests. It feels like watching a toddler play Whack-A-Mole on an iPad. They bury the crown jewels under a mountain of poorly articulated features, leaving the customer completely lost at sea. It’s like a car salesman showing you the spark plugs instead of letting you feel how the thing drives.
If your own team cannot seamlessly navigate your interface to demonstrate its worth, why on earth should an operator trust it to run their multi-million-dollar asset? You aren’t just selling code; you are supposed to be selling competitive advantage.
Life is so tech. Demonstrably unrealized great tech.
Mark Fancourt
