Assessing properly.
WHAT A STANDARD DEMONSTRATION SHOWS
The product at its best, on prepared data.
WHAT THAT PROVES
Very little.
WHAT TO REQUIRE INSTEAD
A demonstration of your scenarios, with your data.
WHAT SCENARIOS TO PROVIDE
Your most common transaction Your most awkward exception A month-end process A report you actually need
WHY THE EXCEPTION MATTERS MOST
Systems handle the normal case; they differ on exceptions.
WHAT TO WATCH FOR
How many steps a routine task takes Whether the person demonstrating hesitates Features described as coming soon Questions deflected to later
WHAT COMING SOON MEANS
Not available, and possibly never.
WHAT TO EVALUATE IT ON
Only what exists today.
WHO TO INVOLVE IN EVALUATION
The people who will use it daily.
WHY
They assess usability accurately, and their support determines adoption.
WHAT TO SCORE AGAINST
Your documented requirements, consistently across vendors.
WHAT TO ASK ABOUT
Implementation approach and duration Who performs it Support arrangements and hours Upgrade frequency and process Data export, if you leave
WHY THAT LAST ONE
It reveals how difficult leaving would be.
