Guide to a Perfect Demo
ITM Platform PPM ProductDemonstration
Version 1.011/01/2017
• Get to know clients and their needs.
• Stick to client needs: ITM Platform is big, make it look simple.
• Explain what ITM Platform is and the client problems it can solve
• Explain WHAT ITM Platform does, not HOW it does it
• Record the demo on video
• Encourage clients to ask questions anytime
What you like most about ITM Platform isn’t necessarily what the client needs
How to personalize demos?
The structure for this guide
Each functionality follows the
same structure:
• Main Message
• Main Elements
Basic features are marked with a green dot and must be covered in every demo
Conditional features are
marked with a red dot and
highlighted in red. They should
only be covered if the client
has specific needs.
For conditional screens, the header shows a reminder of when to discuss them.
Strong recommendations are
highlighted with a warning
symbol
Conditional features and when to demo
QUESTIONS TO ASK THE CLIENT BEFORE DEMO
• What type of projects do you manage: internal, external or both?
• Internal - Programs
• External (Projects for external customers) - Clients, Revenues
• How do you manage your projects? Which solution are you currently using?
• Jira – Jira connector
• MS Project - Import MS Project Gantt chart (.mpp files)
• Will users report working times?
• Yes - Time reporting
• Will they report times using mobile?
• Yes - ITM Platform APP, Slack
• Already using Slack or any collaboration/chat system? Or will they make follow ups with the mobile?
• Yes – Slack
• What do you want to see on this demo?
INFORMATION NEEDED BEFORE THE DEMO
• Company sector?
• TI: Time reporting, Resource planning
• Example project used:
• TI: Software application development
• Engineering: New industrial unit construction
• Other: Winter promotion
• Medium company maturity - Portfolio, API
• High company maturity – Programs, Portfolio, API
• Low company maturity - Kanban
COMPANY MATURITY
• Low: Don’t use project management tools
• Medium: Use MS Project and/or Excel
• High: Has PMO, uses specific PPM solutions
Do NOT explain any of these features if the client is not interested. Keep it simple
QUESTIONS TO ASK THE CLIENT DURING DEMO
• Do you use/want to use agile methodologies?
• Yes – Kanban
• Do you know what Earned Value is? - Earned Value
• Do PMs estimate hours?
Yes – Resource planning
Unique Selling Points
Explanations of all features should connect to our Unique Selling Points:1. Full-featured
2. Easy to use / user onboarding / easy learning curve
3. Easy to deploy / up and running in no time
4. Well-priced / Scalable
Example: While explaining Strategic Alignment we could say
“many costly online systems (well-priced) can only do this, but don’t allow you to manageindividual projects (full-featured)”
Reinforcing 1 and 4
Access demo environment
Main message:
• Saas, access with any browser, no installation process
• Easy to deploy / up and running in no time
Main elements:
• Access to the demo environment:
• English: http://demo.itmplatform.com/globalcorp360EN?ID=0009
• Spanish: http://demo.itmplatform.com/globalcorp360?ID=0009
• Portuguese: http://demo.itmplatform.com/globalCorp360Brasil/?ID=0009
• Describe each license type (profiles) in a sentence
Main message
• My desktop: general vision for all users.
• Only Full Access Users can see the 4 menus
Main elements
• Access to the tasks activities for the day
• User tasks in each column: to do, in progress, recently completed (it mimics a Kanban board)
• Corporate social collaboration system
• All communication in a single place
• Messages
• Notifications and alerts
• Slack and APP
• Favorites
Home
Avoid going into detail about the “My Tasks & Activities” area
Main message
• Control team member efforts in tasks/activities and
projects
• Compare planned and actual efforts
• Workforce costs are automatically updated
Main elements
• Team members can report efforts
• Task managers can do follow-ups of their tasks
• 3 methods to report time:
1. My timesheet
2. My tasks & activities
3. APP or Slack (start/stop)
Time reporting
Management/Projects
Main message
• All active projects general view
Main elements
• All projects KPIs
• Filters
• Export Excel
• Custom fields
Main message
• Manage projects with agile/not predictive
methodology
• Agile and classic methodology in same solution
Main elements
• Three status columns by default/fully
customizable
• Manage tasks easily
Kanban
Explain Kanban to low maturity customers
Main message
• Project general view
Main elements
• General project parameters (customizable)
• Messages related with this project
• Choose example project:
• Sector:• TI: Software application development
• Engineering: New industrial unit construction
• Other: Winter promotion
Management/Projects/*/Project home
Main message
• User friendly and Full-featured
• Integrated with MS Project
• Real time
Main elements
• Create chart in ITM Platform
• Add task
• Move/enlarge/shrink on the graph and analytically
• Modify tab and add columns
• Base line, Critical route
• Task types, dependences
• Task % Completed, Numeric and graphic follow up
• Project Calculated progress and % Completed
• Or simply Import MS Project Gantt charts
Management/Projects/*/Gantt
Show drag and drop
Main message
• Manage project resources
• Project team general view
Main elements
• Define Project team
• Define task team
• Explain project and task roles
• Users receive mail notifications when allocated to
a task
• Estimate user efforts for each task
• Control actual efforts
• Real time workforce costs update (estimated and
actual)
Management/Projects/*/Team
Management/Projects/*/Budget
Main message
• Project budget summary information
• Plan and control all the budget elements
Main elements
• Columns
• Top down budget
• Bottom-up (Estimated)
• Actual values
• Rows• Workforce If: work with hours
• Revenues If: external projects
• Purchases
Management/Projects/*/Purchases
Main message
• Detailed Project purchases & Budget information
Main elements
• Purchases are grouped in budget accounts
• Manage purchases
• Dates (Due date, actual status date)
• Amounts (estimated and actual)
• Status (customizable)
• Providers
Management/Projects/*/Revenue
Main message
• For internal or external project invoicing
Main elements
• Manage purchases
• Dates (Due date, actual status date)
• Amounts (estimated and actual)
• Status (customizable)
Management/Projects/*/Tasks
Main message
• Detailed task control
Main elements
• Control delayed tasks and time gaps
(planned progress vs actual progress)
• Estimated and actual efforts
• Overallocation
Management/Projects/*/Follow-up
Main message
• Control project progress and deviations
Main elements
• Create manual project follow ups
• % completed vs % expected today
• Graph
Management/Projects/*/Follow-up/Earned value
Main message
• Estimate future project overruns and delays
Main elements
• Earned Value metrics and S-curve
• Detailed explanation of scenarios
Avoid details!
Management/Projects/*/Documents
Main message
• Unlimited storage
• Easy to search, upload, download
Main elements
• Project documents related to
• Tasks
• Risks
• Purchases
• General project
• Compatible with other online solutions (Dropbox, Google
Drive)
• Customizable user access
Management/Projects/*/Dashboards
Main message
• Control KPIs
Main elements
• Real time graphic analysis of the project
• Control KPIs
• Best practices and real client experience
Don’t explain each graph! Show one or two (i. e. costs & revenue)
Management/Main Dashboards
Main message
• Portfolio KPIs
Main elements
• Real-time graphs
• Portfolio KPIs
• Control KPIs
Don’t explain each graph! Show one or two (i. e. workforce)
Resource planning
Main message
• Portfolio view of resource planning
Main elements
• Resource management optimization (demand,
allocation)
• Gaps and conflict resolution
• Control users/resources availability and
overallocation
• Control users/resources performance
Clients
Main message
• Link projects & services with clients
Main elements
• Main client information
• Project information by client
• Revenue by client and project
• Client profitability and financial analysis
Programs/Growth projects
Main message
• Programs = groups of related projects
• Benefits:
• manage related projects as a single entity
• Project prioritization according to business goals
Main elements
• Components = projects/services within the program
• Business goals:
• Related to a business plan
• Justify project grouping
Programs/Growth projects/Strategic Alignment
Main message
• Project prioritization and evaluation
• Know which are the best project to accomplish our business goals
Main elements
• Scenarios
• Business goals prioritization
• Component prioritization:
• relate each project with each business goal
• determine how much does the project accomplish each business goal
choose only one scenario
Programs/Growth projects/Strategic Alignment
Main message
• Tool to select the most efficient set of projects
Main elements
• Efficient frontier
• Answer and explain this question:
“Is the actual selection the most efficient in terms of costs and
accomplishing business goals?”
• Projects selected show different examples
Management/Portfolio/General
Main message
• Analytic overview of all projects
Main elements
• All project KPIs
• Export portfolio reports to excel
Management/Portfolio/Financial Analysis
Main message
• Each project budget summary information
• Portfolio budget information
Main elements
• Economical information
• By project + aggregated
Revenue
• Planned and actual values
• Revenue, costs and margin
• % completed
Costs
• Worforce costs
• Purchase costs
• Total costs
• % completed
Management/Portfolio/Schedule
Main message
• General vision of all project durations
• Graphic project completion
Main elements
• Portfolio “Gantt chart”
Management/Portfolio/Follow up
Main message
• Control portfolio % completed
Main elements
• Follow-up of each project
• Special follow-up events
ITM Platform Teambot (Slack app)
English• Demo URL:
https://demo.itmplatform.com/GlobalCorp360EnSlack?Id=1455
• Slack URL: https://globalcorp360en.slack.com/• Slack username: [email protected]• Slack password: Itm2016#
Spanish• Demo URL:
https://demo.itmplatform.com/GlobalCorp360EsSlack?Id=1455
• Slack URL: https://globalcorp360es.slack.com/• Slack username: [email protected]• Slack password: Itm2016#
Portuguese:• Demo URL:
https://demo.itmplatform.com/GlobalCorp360brSlack?Id=1455
• Slack URL: https://globalcorp360br.slack.com/• Slack username: [email protected]• Slack password: Itm2016#
Main message
• Slack is the fastest growing B2B company in history
• Integrated with ITM Platform
• For team member features
• User friendly (APP)
Main elements (features)
• Recall project and tasks
• Report hours
• Task follow-ups
• Comments
• Help: https://helpcenter.itmplatform.com/hc/en-us/articles/213514709-
How-to-use-ITM-Platform-Teambot
API
Main message
• Integrate ITM Platform with your enterprise
software (ERP, CRM…)
• Public API
Main elements
• http://developers.itmplatform.com/
• Synchronize all your data in different solutions
• Support services:
• Continuous support is included with the subscription
• Two training sessions for all kinds of users
• Support to company administrators with initial settings
• Ask the number of licenses needed and send a proposal
• Scalability on the license number and type
• Scalability on the contracted time (discounts)
• Explain different licenses and their access to the features
• You might want to open the demo environment and show the different user views of various licenses.
• Next steps: try to agree on what to do next
Ending main points
In absence of agreementRight afterwards: e-mail
• Send recorded demo
• Send proposal based on their expressed need
After-demo actions
• After 4 days: Follow-up e-mail
• After 5 days:
• Call (if no answer to the follow up mail)
• Solve doubts
• Activate the decision making process
• Follow-up to the proposal sent