without having some idea as to what it may cost if one
decides to move forward. What is being proposed is that one
needs to spend the majority of one’s time focusing on the
benefits, and value that the software can deliver before taking
the ‘deep dive’ into determining the final cost of
implementation and final ROI. It is better to look at total cost
in light of what one will get for the outlay instead of looking
at what you can get for a certain spend.
Surviving the demo
It is not a mistake that the subject of the software/solution
demo has been left to the end of this piece, and that is
because that is where it belongs. Often when a software
solution is being looked at one of the first things that is
requested is a demo, and often based on the ‘performance’ of
the person doing the demo most of the buying decisions are
made. This is not the best approach.
In basing a decision on what is known in the industry as a
‘dog and pony show’ i.e. a circus act, is not the best basis for
the selection of a software solution, and especially something
as complicated and enterprise impacting as a plant design and
engineering solution. Please do not misunderstand, a client
will need a demo and it should not only be thorough, but it
should help answer questions as to ‘Can it deliver?’ That
means that having someone demonstrate the solution until
one sees something that one likes, or even dislikes, is not
productive. A solution may be rejected because the
demonstrator was just not on that day. The author has been
that demonstrator, and is certain because of that misstep the
prospect in that case ended up with the wrong solutions.
The better way to use the demo is to have the software
company demonstrate that they can do all that has been
agreed can be done. In some cases, with more complicated
solutions, which may need customisation, have them
demonstrate how what is needed can be arrived at, and how
that will be done.
Remember, eyes on the prize, the idea is for them to
demonstrate the capability of the software to do what is
needed, not to catch them out, or for them to provide
entertainment.
Conclusion
There is a lot of good software out there, created by teams of
dedicated individuals that passionately care about what they
are doing and how they will effect the lives of those that put
their trust in what they are creating. Take the time to evaluate
as many vendors as possible and also take the opportunity to
find out what others are doing and why they have made the
decision to select one vendor’s offering over another. The
reading of success stories can be particularly enlightening as
they can often offer insight into an end users situation, the
problems that they faced, how they solved those problems
and what their pay off, or value was from deploying a solution.
All the above may seem complicated compared to
someone coming in and doing a demo, but if the steps above
are followed, one will be more assured of success than if more
‘traditional’ ways of selecting a solution were used. One will
know what one wants the software to do and will be less
surprised when it does not perform as slickly as when ‘that guy
did the demo.’
Global leader in development, engineering and testing.
Superior Reliability.
Full Range of Cryogenic Pumps.
• In tank, removable pumps for storage tanks.
• Vessel-mounted pumps for process systems.
• Fixed mounted pumps for marine or other applications.
Low total cost of ownership.
No shaft seals - maximize safety, with low maintenance costs.
Unparalleled quality.
Exceptional pump-down capability (low NPSHR).
• Global Headquarters with production and test facilities located in Las Vegas, USA
• Production & Test Facilities in Las Vegas, USA and Tokyo, Japan
• NCI is served by the Nikkiso and LEWA Worldwide network
• Over 1700 units operating in 618 facilities worldwide onshore & offshore
• Pumps for LNG/NGL/LN2/LEG up to 3000 m3/h of flow and up to 3000m of head
• Up to 25,000 hours Manufacturers Warrantee Over 25 years of Engineering Excellence
OVEr
25 yEaRS
OF ENGINEErING
ExCELLENCE
SUBMERGED MOTOR CRyOGENIC
PUMPS FOR LIQUIFIED GaSES
