2. If you know what tool you're going to purchase, don't bring in other vendors for fun, or to fake a "competitive" situation simply for your procurement process. It's just not fair or ethical.
3. If the vendor is going off on a tangent during the presentation, tell them so and reaffirm your areas of interest. They cannot read your mind.
In short, both sides should always respect the other. As a buyer you should be seeking a partner to work with, not underlings to do your bidding. Mutual respect - and frankly a bit of common sense on both sides - can go a long way to improving these notoriously hit-and-miss affairs.
Alan Pelz-Sharpe is a principal analyst at CMS Watch. Write him at [email protected]Tony Byrne has provided some advice to vendors regarding product demos. Those ten points make essential reading for vendors and customers alike, but there is another perspective. Since I have personally sat in on those demos both as a buyers' advisor and as a vendor (system integrator), I need to add three points that customers should keep in mind when asking vendors to demonstrate their products: