Installment 5 of the Pioneering Progress blog series on Rethinking Tech Adoption in Multifamily

After identifying your business needs, gaining stakeholder buy-in, determining a realistic budget, and conducting thorough research into potential tech providers, it's time to take the next critical step: setting up product demos. This stage allows you to move beyond theory and research, allowing you to see the product in action and determine how well it aligns with your organization's unique goals.

Why Product Demos Matter

A product demo is your chance to truly evaluate how a solution works in practice, not just in theory. You've invested time understanding your operational challenges, engaged stakeholders to build consensus, and explored your options within budget constraints. Now, it's time to confirm whether the technology lives up to its promise.

Include All Relevant Stakeholders

It's essential to have all decision-makers and end-users involved in the demo. This ensures that everyone can view the product from their perspective and can provide immediate feedback. Skipping this step can lead to disjointed expectations and miscommunication later in the process and create inefficiencies in the buying process. If someone critical to the decision isn't in the demo, they may have questions or concerns that could have been answered upfront.

Setting Clear Expectations with the Provider

Before the demo, it's wise to have a conversation with the provider's main point of contact. Let them know your pain points, how you envision the buying process unfolding, and what specific outcomes you expect. This helps ensure that the demo focuses on what matters most to you, saving time for both parties. A tailored demo is more likely to provide the actionable insights you need to make an informed decision.

How to Cut Through the Noise

Too often, product demos get sidetracked by flashy marketing presentations and industry buzzwords. While the sales pitch has its place, your job is to dig into the functionality and practical application of the software. Be prepared to ask specific, targeted questions—and don't settle for vague responses. Keep asking follow-up questions until you get clear answers.

Come with an Open Mind, but Be Direct

While you should be open to new ideas and solutions you hadn't previously considered, don't hesitate to bring up any preconceived concerns. Address potential red flags during the demo to avoid wasting time later. This is also the perfect opportunity to assess how well the provider's culture aligns with your company's values. Shared goals and a similar outlook on success can be a significant indicator of whether the partnership will flourish.

Key Considerations for a Successful Demo

As you engage in the demo, focus on these critical elements:

• Usability for All Users: Does the software meet the needs of both your operations team, your residents and owners or investors? It's crucial to ensure that the platform benefits all stakeholders -- directly or indirectly.
• Flexibility and Scalability: Will this technology grow with you? Is it flexible enough to adapt to future needs, or will it require costly upgrades in a few years?
• Support: Does the provider offer long-term support, including training for your team to ensure successful adoption and continued use of the technology?
• Integration: How easy is it to integrate this technology with your existing systems? Will it seamlessly align with your current infrastructure?

Next Steps

Once the demo concludes, the real evaluation begins. Here are some actionable steps to take after the demo:

• Ensure All Parties Are Informed: Make sure everyone involved in the decision-making process understands the key takeaways from the demo. Encourage candid discussions to gauge whether the solution fits your organization.
• Prepare Questions for the Next Meeting: Follow up with the provider to clarify anything that wasn't fully covered during the demo.
• Evaluate Usability for Key Stakeholders: Does this solution improve the experience for both sides of your operations (e.g., residents and operators in multifamily housing)?
• Define Your Next Steps: Work with the provider's main point of contact and outline what happens next in the buying process. Will you need additional demos or follow-up calls? Will there be a trial period or further vetting?

Key Questions to Ask Before the Demo

As you prepare for the demo, consider these questions to guide your evaluation:

• What problems do we want to solve, and how can this demo address those?
• Who needs to be involved in the demo to ensure all viewpoints are covered?
• What are our must-have features or non-negotiables?
• What are the next steps after the demo? Will additional vetting or meetings be necessary?

By approaching product demos with a clear strategy and open communication, you set the stage for successful technology adoption. The demo isn't just a sales pitch—it's your chance to determine whether a solution can solve your problems, integrate with your workflow, and align with your company's culture and future goals.

Make sure to take full advantage of this pivotal step, and you'll be well on your way to making a technology choice that enhances your business operations and drives success.