When buying print software, a very common step in the sales and decision-making process is the demo. Software vendors spend a lot of time demonstrating their software. Printers spend a lot of time requesting demos and watching software demos.

Most buyers jump straight to a generic demo (meaning they don’t tell the vendor anything about them before they schedule the demo). Most salespeople or sales engineers give generic demonstrations (meaning they are optimized to sell the solution in general, not address your specific needs).

You have specific challenges you’re trying to solve. Your business is in a certain state (e.g., wild growth, about to be bought, generational transition of ownership, etc.). I feel like everyone gets a little squirrely in the sales process; buyers often “hold their cards close to their chest,” otherwise known as failing to communicate what’s important to them. Vendors make all kinds of assumptions and prioritize how they sell based on those assumptions.