"A sales demo shows what the solution can do in a controlled scenario. It says nothing about what it will do with your data, your processes and your constraints."
The issue: a demo is not proof
Seen from the other side. On the vendor side, a demo is prepared for weeks: a polished script, clean data. It is a sales exercise, not proof of delivery.
The 3 traps of the classic RFP
Three biases that distort the choice long before the contract is signed.
- The self-declared grid. Hundreds of requirements ticked "compliant" without proof: every bidder scores 95%.
- The scripted demo. The scenario, the data and the experts are chosen by the vendor, not by you.
- The loss-leader price. A low offer at signing, recovered through change orders as soon as framing starts.
The method: a proof-based RFP
Four rules to compare solutions on your facts, not on their promises.
Scenarios: your use cases, not theirs
3 to 5 critical business scenarios, imposed identically on every shortlisted bidder.
Data: your real data
An anonymized sample, with its imperfections: that is where solutions really differ.
Team: the one that will actually deliver
The PoC is run by the people proposed for the project, within a short, well-framed timeline.
Evaluation: a grid fixed upfront
Weighted criteria set before bids are opened, scored by a neutral client-side reviewer.
The decision-maker's reflex: demand proof, secure the choice
Before signing, one question only: have I seen the solution work on my data, with the team that will deliver it? If the answer is no, I am buying a promise.
Next episode: independent testing & PMO.
The series "Selecting and choosing IT solutions"
Digital transformation: insights on selecting and choosing IT solutionsEpisode 1
Consulting vs integration: why handing governance to your integrator is a strategic mistakeEpisode 2
The art of the RFP: proof before promiseEpisode 3
Independent testing & PMO: the shields of your budgetEpisode 4
Licenses & contracts: the hidden price of Day 1
Large consortiums
Digital, Data & AI Strategy
Data & AI roadmap, architecture choices, data governance and high-ROI use cases.
Fakhri Essedik
Founder of EDX Advisory
For more than 25 years, Fakhri Essedik has helped executive teams and CIOs steer major Digital, Data & AI programs across Europe, Africa and the Middle East.