Comments
yourfanat wrote: I am using another tool for Oracle developers - dbForge Studio for Oracle. This IDE has lots of usefull features, among them: oracle designer, code competion and formatter, query builder, debugger, profiler, erxport/import, reports and many others. The latest version supports Oracle 12C. More information here.

2008 West
DIAMOND SPONSOR:
Data Direct
SOA, WOA and Cloud Computing: The New Frontier for Data Services
PLATINUM SPONSORS:
Red Hat
The Opening of Virtualization
GOLD SPONSORS:
Appsense
User Environment Management – The Third Layer of the Desktop
Cordys
Cloud Computing for Business Agility
EMC
CMIS: A Multi-Vendor Proposal for a Service-Based Content Management Interoperability Standard
Freedom OSS
Practical SOA” Max Yankelevich
Intel
Architecting an Enterprise Service Router (ESR) – A Cost-Effective Way to Scale SOA Across the Enterprise
Sensedia
Return on Assests: Bringing Visibility to your SOA Strategy
Symantec
Managing Hybrid Endpoint Environments
VMWare
Game-Changing Technology for Enterprise Clouds and Applications
Click For 2008 West
Event Webcasts

2008 West
PLATINUM SPONSORS:
Appcelerator
Get ‘Rich’ Quick: Rapid Prototyping for RIA with ZERO Server Code
Keynote Systems
Designing for and Managing Performance in the New Frontier of Rich Internet Applications
GOLD SPONSORS:
ICEsoft
How Can AJAX Improve Homeland Security?
Isomorphic
Beyond Widgets: What a RIA Platform Should Offer
Oracle
REAs: Rich Enterprise Applications
Click For 2008 Event Webcasts
SYS-CON.TV
Today's Top SOA Links


The Key to Effective Demonstrations of a Technology Solution
A guide for technical sales people on how to give excellent demos

Have you ever been invited to present a product solution and within a few minutes the audience is thumbing on their mobile devices?

Have you ever presented to a remote audience and asked the end "any questions?" and there are none?

Here are some tips for giving a great demo. (Credit to this material goes to Peter Cohan of The Second Derivative who presented this material at a workshop I attended and have me permission to write a summary)

What is a bad demo?
"Let me show this awesome product and all its cool features."

What is a good demo?
Presentation of specific product functions required to solve a customer's critical business problem.

Tips for  a good demo Before you start, get this critical information about your audience:

  • Industry
  • Names and titles
  • One or more problems they are facing
  • Specific functions of your product solution that will solve their problems

Oh and don't forget: turn off Instant Messenger and email alerts - this can be embarrassing to have messages pop up during a demo!

During the demo

  • Set the agenda
  • Engage the audience
  • Summarize midway through the demo
  • Get them to ask questions during the demo
  • Summarize at the end

Tips for remote demos (Webex, GoTo meeting...) Since you cannot see your audience, how can you engage them? How do you know what they are doing in the room(s)?

Pre-demo setup:

  • Ensure Webex GoTo meeting etc is functioning
  • Get inventory of who is in the room- name, title, what you want them to get out of the demo
  • Ask the audience  "can you see my mouse?, Can you hear me?" - no point starting the demo if no-one can hear or see!

During the demo

  • Engage the audience: ask them to read what they see on the screen
  • Annotate on the screen using webex and other tools
  • Capture questions in a document that you share over the Webex so that the audience can see they are being listened to and answer all the questions by the end of the demo.
  • Move the mouse slowly
  • If possible, run a second computer/tablet connected to your webex, so you can see what the audience is seeing and you can measure any network latency
  • Remember, the audience cannot see  you, don't point at your screen with your finger - engage them with the mouse.

Most important for in-person or remote demos
Predefine what the customer's problem is and showcase your product features that will solve their problem.

About Jonathan Gershater
Jonathan Gershater has lived and worked in Silicon Valley since 1996, primarily doing system and sales engineering specializing in: Web Applications, Identity and Security. At Red Hat, he provides Technical Marketing for Virtualization and Cloud. Prior to joining Red Hat, Jonathan worked at 3Com, Entrust (by acquisition) two startups, Sun Microsystems and Trend Micro.

(The views expressed in this blog are entirely mine and do not represent my employer - Jonathan).

Web 2.0 Latest News
If the cloud was once (ever) bleeding edge, now the cloud is sheer necessity for anyone doing anything on the Internet. It has changed the way we architect applications, build IT budgets, grow userbases, even write individual lines of code. As the Internet continues to lambdify, cloud ...
A BriefingsDirect IT market analysis discussion explores customer impacts to the global storage market now that the $67 billion Dell-EMC merger deal appears imminent. A massive and complex financing apparatus, largely built on private equity debt, undergirds the deal, with privately h...
The benefits of efficiency and lower cost have been the primary drivers toward the cloud and SaaS deployments, but this is just the low-hanging fruit of a much greater body of potential. According to a Cisco-sponsored IDC report, a second wave of cloud adoption now targets a much more ...
Are you evaluating a software asset for a potential purchase, investment, decision making for the future, possible termination, etc? Here are some questions to consider. Is this a revenue generating asset? How much revenue does it generate? - Establishing the true business value of a...
It’s a well-known adage, ‘Don’t throw the baby out with the bath water’. These days we generally don’t toss our bathwater out the window, nor do we make a baby take the last bath – but we should probably still heed this advice. Especially when we consider adopting and transitioning to ...
Subscribe to the World's Most Powerful Newsletters
Subscribe to Our Rss Feeds & Get Your SYS-CON News Live!
Click to Add our RSS Feeds to the Service of Your Choice:
Google Reader or Homepage Add to My Yahoo! Subscribe with Bloglines Subscribe in NewsGator Online
myFeedster Add to My AOL Subscribe in Rojo Add 'Hugg' to Newsburst from CNET News.com Kinja Digest View Additional SYS-CON Feeds
Publish Your Article! Please send it to editorial(at)sys-con.com!

Advertise on this site! Contact advertising(at)sys-con.com! 201 802-3021




SYS-CON Featured Whitepapers
ADS BY GOOGLE