LMS Demo Do’s and Don’ts


In the last two weeks as an LMS selection consultant, I have been on the receiving end of 24 hours of live LMS demos from eight different vendors.  The vendors were competing for two unique, extended enterprise LMS opportunities.

Selling LMSs is very tough in 2016 because of the plenitude and parity of vendor options.  Like always, good selling habits will put the winner on top.  I thought I’d share some of the best “do’s and don’ts” from the recent sessions.


LMS Buyer Background

Since LMS can mean a lot of different things to a lot of different people, and can range in cost from free to millions of dollars, let me quickly frame out the size and scope of each sales opportunity for context.

The first buyer is a cloud software company developing a channel partner certification program.  The average five-year vendor bid for all licenses and services was $725K.  The buyer anticipates increase in channel partner sales, new stream of revenue from sale of content and decrease in time to market for new products to “pay” for the new LMS.

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