Our software selection process includes scripted demonstrations. The first demonstration is based on requirements, takes on average of 3 hours and is used as a way to select two final vendors for a more detailed demonstration based on business processes. The script can be challenging and some vendors would rather perform their usual demonstration sometimes called a dog and pony show. These vendors typically suffer the consequences as our clients will judge them harshly for not following the script. But we did recently experience a case where the vendor did not follow the script very well and our client did not reject them. In fact, this vendor was eventually selected. The vendor had so much experience in our client’s industry and was able to make the attendees feel comfortable with the solution which appeared easier to use than the other systems. One of the reasons the system appeared easier to use was that the vendor did not demonstrate all the requirements. Lesson learned – We need to ease back on the number of requirements to be demonstrated in the first demonstration.