Choose representative tasks

Select a small number of end-to-end tasks based on actual users. Include a normal path, a correction and an exception. Ask the vendor to show the relevant steps rather than describing them verbally. Record which actions were performed live, simulated or deferred. Keep the script short enough to allow questions about practical detail instead of rushing through a long feature inventory.

Capture what remains unproven

A successful demonstration does not establish performance in every environment. Note the conditions used, the data available and any manual assistance provided. Ask how the same workflow would operate with your team’s permissions and processes. Follow up on gaps through a suitable pilot or written clarification. Judge the demonstration by the work it makes observable, not by the confidence of the presenter or the attractiveness of the interface.

Put the guide to work

Have a note-taker record the steps needed to complete each task, including help from the presenter. This makes the demonstration easier to discuss afterward. A task that appeared quick may have depended on hidden setup or a manual intervention the buyer needs to understand.

Imagine this

Hypothetical example

A vendor shows how to create a profile in seconds. The buyer also asks to correct a mistaken company name and transfer ownership when an employee leaves. Those extra tasks reveal the operational steps that would otherwise be missed in a polished introductory demo.

Make it practical.

Use this checklist as you read. Checks are not stored.

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