Editorial note: This article is a fictional reconstruction of situations businesses may face. Its purpose is to inform and raise awareness about possible risks and responses. People, events, data and outcomes should not be interpreted as actual cases, verified facts or results achieved by LC. Each organization needs its own assessment.
Raul watches three polished software demos. Each offers dashboards, integrations and AI. His operation needs to coordinate an order from sales through delivery. In this hypothetical situation, Raul stops comparing feature catalogs and asks each vendor to solve the same case.
Describe the work before looking at screens
The team defines who enters an order, which data is required, which approvals happen and what evidence remains at close. This separates essential needs from future wishes. If an impressive feature changes no decision and reduces no work, it should not drive the purchase.
Test with an inconvenient case
Raul uses an order with a date change, a return and two owners. He asks how to correct an error and export data. The demo stops being a guided tour and starts revealing configuration costs, limits and support. He includes the people who will use the system every day.
Count adoption as well
The decision includes subscriptions, migration, training and the cost of operating through the change. A low monthly price can be expensive if it needs constant fixes; a large platform may exceed today's needs. Raul agrees on trial exit criteria and an implementation owner before signing.
Compare software against a real workflow and the full cost of making it work.
BRING IT TO YOUR BUSINESS
Three questions to get started.
- Which specific problem must it solve?
- What happens with an unusual case?
- Who will lead adoption?
Does this sound like a challenge in your business? We can start with a conversation.
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