Set Evaluation Criteria Before the Demo

A demo is evidence, not the decision method. Pre-Commit the Tradeoffs Criteria make the buying strategy explicit. They answer: what would make us choose a higher price, accept a slower implementation, or reject a famous brand? Require Evidence A criterion without evidence becomes opinion. Ask for implementation plans, named roles, reference patterns, service histories, security artifacts, and cost assumptions. Keep Negotiation Visible Commercial flexibility deserves attention. A supplier that can improve risk allocation, renewal protection, and service commitments may deliver more value than one that only discounts list price.

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