How do you make a good software presentation to customers?

Question

how do you prepare a good software project presentation?

How much balancing between the scripted run over features and a naturalistic use of the software. Especially to avoid something like a blue-screen of death on live TV.

Thanks

Answer 1

I think the most important thing is to make a presentation that appeals to whomever you are presenting it to. If it's an investor, explain what makes your software unique and how it will make money. If it's a customer, explain how it will make her life easier, etcetera.

As far as the balancing goes I think is up to you. In my experience if you are presenting an early version most people will understand that it is just that and will tolerate minor problems - but if you do not trust your software to run decently, then do a feature presentation instead of running the software.

Answer 2

There are so many variables here that it is almost impossible to give an accurate answer. What is the presentation for? Showing a prototype for more funding? Demoing a finished product to a customer? Demoing a finished product to a potential customer? Each of these scenarios requires different tactics for presentation.

In general though, I prefer a no nonsense approach with the user using as much of the system as possible. Depending on how mature the application is, however, this is not always possible.

Answer 3

1. Test the software make sure it works.

2. Practice your presentation. Run through it several times.

3. Test the software.

4. Hit all of the highlights, what it does, how it is better then the last version / your competitor.

5. Test the software.

6. Show a few typical task users will do every day to show how easy it is.

7. Test the software (you can never test too much).

8. Have a back up. Put the software on a CD/DVD. Hard drives pick the worst time to crash. Don't forget to test this version. Install it on a clean system and make sure ti works.

9. If You are confident it won't crash, invite them to use it. Have the decider sit down in front of the keyboard and screen and walk him through a few scenarios.

10. Things will go wrong; don't let them throw you off of your presentation. Roll with it and keep on message.

Answer 4

1. Think about presentations you like and why you like them.
2. Practice it by yourself. Try video taping yourself.
3. Practice it with anyone and get feedback.
4. Practice with an audience similar to your target audience and get feedback.
5. If any glitch is unacceptable, then practice your "scripted" until it is "naturalistic".
6. If in doubt, go less technical and with less content.
7. Have fun!

Answer 5

From "Made to Stick" written by Chip Heath and Dan Heath:

Make your presentation:

• Simple: find the core of what your application is about and do not buried the lead. Make it compact, with an high concept pitch (an ipod, a phone, a GPS all rolled into one...: a iPhone!)

• Unexpected: break a pattern (you normally do this, with my software, do that instead), and hold attention by highloghting a knowledge gap (how would you do this... without my software ?)

• Concrete: provide a concrete contexte, fnid a common ground at a shared level of understanding, talk about people, not data.

• Credible: use convincing details, and find a "Sinatra test" (a context where you software made already a difference, meaning "if it can make it there, it can make a difference everywhere)

• Emotional: make your audience care, by using meaningful associations, and by appealing to their self-interest (what your audience personaly has to gain from your software ?), and their identity (who is your audience ? What people like your audience is likely to do ?)

• Story: wrap your presentation in a story, either as a "simulation" (showing them how to act), and/or an inspiration story (a challenge illustrating how your software help them overcome a difficult act, a connection story helping them to connect the dots between different features all addressed by your software, or a creativity process showing a new way to do things)

And you will have a success ;)

Answer 6

My personal Top 10 Presentation Check List

1. KNOW YOUR AUDIENCE. Do your homework. If you are speaking to a group of accountants for example try to customize your presentation to appeal to accountants. Do not use a canned presentation
2. Keep the presentation simple. Do not go into every little detail. Show them what the software will do for them. Highlight the functional benefits (what differentiates your software from the competition, how much $ might the software save your organization). You are selling automation. People need to know why to go with your automation vs. an existing system.
3. Highlight the intangible benefits (i.e. saves you time, less worries)
4. Say what you are going to say at the beginning but keep it brief (intro)
5. Say it in detail (body)
6. Say it again (conclusion)
7. Leave enough room at the end for questions. If your presentation went well people may be asking lots of questions. If there are not questions you either made up their minds for them (positive or negative) or told them everything they need to know to make a later decision.
8. And to repeat Jim C's advice. Test everything. Test the software, test out your presentation, test both in front of a "safe" live audience (focus group, etc) that can give you feedback on your presentation, do not go in cold.
9. Have a backup plan if equipment fails.
10. Leave behind something to remind them of the software (SWAG, etc.) and follow up

And when in doubt watch Steve Balmer sell Windows 1.0 :) It seems funny on the surface but if you think about it he got his message across to his consumer audience :)