{"id":6596,"date":"2019-05-29T12:13:48","date_gmt":"2019-05-29T12:13:48","guid":{"rendered":"https:\/\/greatdemo.com\/?p=6596"},"modified":"2023-01-26T15:32:03","modified_gmt":"2023-01-26T15:32:03","slug":"a-story-of-legos-and-demos","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/a-story-of-legos-and-demos\/","title":{"rendered":"Una historia de LEGOs y demostraciones"},"content":{"rendered":"

A Story of LEGO Bricks, Software Demos, and Vision Generation<\/strong><\/span><\/p>\n

The wonderful thing about \u201ctoolkit\u201d software offerings is that they can do so many things \u2013 the challenge is that the customer often doesn\u2019t know what\u2019s possible \u2013 they have no vision of a solution\u2026<\/span><\/p>\n

The Set-up<\/strong><\/span><\/p>\n

I was preparing for a Great Demo! Workshop for a software toolkit company that enjoyed\/suffered from the exact problem above \u2013 their demos explored a number of individual components (many, actually!) with descriptions of what each component does and how they interact with one another.<\/span><\/p>\n

Their demos were a component compendium, with the presenter describing each in turn:\u00a0 Name, location, followed by a list of its feature-function capabilities, including how they connect to other components (with a large number of \u201cif\u2019s\u201d and \u201cor\u2019s\u201d).\u00a0 Component name, location, features-functions, connections.\u00a0 Name, location, feature-functions, connections\u2026.\u00a0 Name, locaaa\u2026, ffffffea\u2026\u00a0 Zzzzzzzzz\u2026<\/span><\/p>\n

On the scale of boring, their demos were somewhere in the range of watching your laptop update its operating system, studying drying paint, and standing in the long check-in line for an economy flight (when you have no status on that airline and no battery life remaining in your phone).<\/span><\/p>\n

Clearly, they had a problem with their demos\u2026!<\/span><\/p>\n

The Story<\/strong><\/span><\/p>\n

On my way from the airport to their facility to start the Workshop, I had an idea.\u00a0 I stopped by a toy store and browsed the \u201cLEGO\u00d2\u201d section, selected a box that looked like a good example, purchased it, and continued on my way to the customer.<\/span><\/p>\n

As we began the Workshop, I pulled out the LEGO box and poured the contents onto the table in front of me \u2013 a pile of 174 various LEGO pieces, in a range of shapes and colors:<\/span><\/p>\n

I then invited one of the participants to join me at the table and asked him to choose any LEGO brick and describe it to the balance of the Workshop participants.\u00a0 He did so, listing its color, noting the number of attachment points and the overall shape \u2013 and he included some remarks about how it might connect with other pieces.<\/span><\/p>\n

I asked him to repeat the process with three more LEGO bricks \u2013 and he obliged, following the same pattern.<\/span><\/p>\n

I then asked the audience what they understood so far about this toolkit \u2013 the response was, \u201cWell, we understand that there is a pile of LEGO bricks with different attributes and they can be connected\u2026\u201d<\/span><\/p>\n

Very accurate!\u00a0 I then asked, \u201cSo, what is the value of this toolkit?\u201d<\/span><\/p>\n

The painful answer was, \u201cWell, it can\u2019t be very much because it\u2019s just a bunch of bricks\u2026\u201d<\/span><\/p>\n

My point exactly.\u00a0 It\u2019s just<\/em> a bunch of individual tools \u2013 individual components that by themselves have low perceived value.<\/span><\/p>\n

What is missing from this?\u00a0 What would make the \u201cbunch of bricks\u201d more interesting \u2013 and be seen as substantially more valuable?\u00a0 An understanding of what the bricks can make<\/em> \u2013 the end result \u2013 and in this case, the picture on the box is the solution to this challenge:<\/span><\/p>\n

\"Lego<\/span><\/p>\n

The picture generates a vision<\/em> in the customer\u2019s mind of what is possible<\/em>.\u00a0 It\u2019s the end result that captures the customer\u2019s interest and generates the desire to build that \u201cMighty Dinosaur\u201d \u2013 and in the case of LEGO bricks, entices the customer to purchase that package.<\/span><\/p>\n

Many software products suffer from exactly this same problem \u2013 toolkit software in particular \u2013 and traditional demos are generally insufficient to solve it.\u00a0 Traditional demos present the individual components, with descriptions of what they are and how they might connect to other things (API\u2019s, for example), but neglect to communicate what the toolkit can enable or create.<\/span><\/p>\n

I\u2019ve seen dozens of demos that do just that \u2013 consume 60 minutes describing the features of each component \u2013 but leave it up to the customer to figure out what the components could make\u2026!<\/span><\/p>\n

Note that Early Adopters and Technology Adopters actually synthesize solutions very well on their own \u2013 once they understand enough about the components \u2013 but they represent a very small portion of the population.\u00a0 Everyone else lacks the ability to see the end result without help from the vendor\u2026\u00a0 This is often articulated by the sales team in comments such as, \u201c\u2026They just didn\u2019t seem to get it<\/em>\u2026!\u201d<\/span><\/p>\n

Start with The End Result (aka Do the Last Thing First)<\/strong><\/span><\/p>\n

So, when presenting software, and especially toolkit software, show visuals of the end results<\/em> the software enables the customer to create \u2013 the ultimate deliverables.\u00a0 Share \u201cthe art of the possible\u201d to build a vision what good things the toolkit can produce \u2013 to stimulate the customer\u2019s desire to gain<\/em> those end results.<\/span><\/p>\n

Once the customer sees what is possible \u2013 and in alignment with their goals \u2013 they\u2019ll begin to ask how<\/em> the software works.\u00a0 They\u2019ll ask, \u201cHow do the pieces connect to build sub-assemblies; how do they communicate; how can workflows be constructed; can alerts be set up for exceptions and problems; can \u00a0reports be modified or customized?\u201d\u00a0 This is where you enter the delightful universe of \u201cPeeling Back the Layers\u201d in accord with the customer\u2019s depth and level of interest.<\/span><\/p>\n

Here are a few examples of \u201ctoolkits\u201d in other disciplines \u2013 and example end results and deliverables\u2026<\/span><\/p>\n

    \n
  1. Other boxes of LEGO bricks:<\/span><\/li>\n<\/ol>\n

    \"Logo<\/span><\/p>\n

    And two end results:<\/span><\/p>\n

    \"Lego<\/span><\/p>\n

    \"Lego<\/span><\/p>\n

      \n
    1. A pile of building materials:<\/span><\/li>\n<\/ol>\n

      \"building<\/span><\/p>\n

      And two more creations:<\/span><\/p>\n

      \"Bridge<\/span><\/p>\n

      \"Building<\/span><\/p>\n

        \n
      1. Another toolkit:<\/span><\/li>\n<\/ol>\n

        \"Toolkit<\/span><\/p>\n

        And something truly fabulous!<\/span><\/p>\n

        \"Virgin<\/span><\/p>\n

        Get the picture?<\/span><\/p>\n

        A Vision Generation Exercise<\/strong><\/span><\/p>\n

        One of the biggest challenges in the world of software sales is communicating what is possible<\/em>.\u00a0 Most customers are unfamiliar with the range of solutions available to solve their problems.\u00a0 Further, most customers are unaware<\/em> of the options and possibilities that our software packages provide.<\/span><\/p>\n

        Traditional demos try to show as much as possible in the allotted time so that the customer can be exposed to this range of possibilities \u2013 but they present far too much and at far too low a level.\u00a0 Tons of components, features, and functions.<\/span><\/p>\n

        Sadly, with traditional \u201coverview\u201d demos the only vision generated is, \u201cThis looks like way too much for us; it looks complicated and confusing\u2026\u201d<\/span><\/p>\n

        Vision Generation is all about communicating the Big Picture \u2013 sharing the art of the possible.\u00a0 And the best way to achieve this communication successfully is to have a number of compelling end-results ready to show your customer, along with a description for each that describes what<\/em> the customer is seeing, how<\/em> it can help them solve their business problems, and how much<\/em> value the customer may enjoy by consuming the software.<\/span><\/p>\n

        Here\u2019s the exercise:<\/span><\/p>\n

        Review your current demos and ask yourself: \u00a0Which screens (or reports, etc.) in the demo get your audience excited?\u00a0 Which screens and reports cause them to interrupt and ask questions?\u00a0 Which screens and reports generate an animated discussion between audience members?<\/span><\/p>\n

        These screens and reports represent terrific candidates for Vision Generation.\u00a0 Capture them and pop them into PowerPoint so that you have them ready to use any time you are in a \u201cWhat does your software do?\u201d or \u201cShow us a demo\u2026\u201d situation.<\/span><\/p>\n

        Next, practice communicating the three key ideas for each visual:<\/span><\/p>\n

          \n
        1. What<\/em> the audience is seeing<\/span><\/li>\n
        2. How<\/em> it will help them solve their business problems<\/span><\/li>\n
        3. How Much<\/em> value could be gained by consuming the capabilities<\/span><\/li>\n<\/ol>\n

          Once you have a \u201ctalk-track\u201d that you like, consider recording it or documenting it (in the \u201cNotes\u201d area of PowerPoint, for example).<\/span><\/p>\n

          Great!\u00a0 Now you\u2019ve got a set of compelling, engaging visuals, along with your verbal delivery, sufficient to support Vision Generation discussions with customers.\u00a0 [Note:\u00a0 Great Demo! practitioners call these visuals \u201cIllustrations\u201d \u2013 an apt label.]<\/span><\/p>\n

          \u201c\u2026The Risotto Looks Good\u2026\u201d<\/strong><\/span><\/p>\n

          There are (at least) two ways you can use your pack of whats possible screens\/Illustrations:<\/span><\/p>\n

            \n
          1. Ad hoc<\/em>, in Vision Generation meetings<\/span><\/li>\n
          2. In conjunction with a Menu\u2026<\/span><\/li>\n<\/ol>\n

            A terrific starting point for Vision Generation is to share a list of high-level solution areas that your software addresses \u2013 present it as a Menu of what is possible.\u00a0 You can introduce each Menu item briefly and ask your customer for an indication of level of interest \u2013 e.g., \u201cHigh\u201d, \u201cMedium\u201d, or \u201cLow\u201d.\u00a0 The result is a rank-prioritized list, based on the customer\u2019s<\/em> interest (what a refreshing idea!).<\/span><\/p>\n

            Where do the Menu items come from?\u00a0 Well, your pack of Illustration screens is a great starting point.\u00a0 For each screen, identify what high-level challenge or problem it addresses and add it to your growing Menu.\u00a0 Once you have five or more items, you are ready to open for business\u2026!<\/span><\/p>\n

            [For more on The Menu Approach<\/a> and Vision Generation Demos<\/a>, check out our articles<\/a> on these topics.]<\/span><\/p>\n

            Copyright \u00a9 2019 The Second Derivative \u2013 All Rights Reserved.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

            Lo maravilloso de las ofertas de software de \"herramientas\" es que pueden hacer muchas cosas. El problema es que el cliente a menudo no sabe lo que es posible, no tiene una visi\u00f3n de la soluci\u00f3n...<\/p>","protected":false},"author":2,"featured_media":6597,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[8,9,10,21],"tags":[6,7],"class_list":["post-6596","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-great-demo-blog","category-growth_development","category-methodology_basics","category-vision_generation","tag-articles","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/6596","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=6596"}],"version-history":[{"count":0,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/6596\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/6597"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=6596"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=6596"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=6596"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}