Demo Procedure

Pre-requisites

This document contains a recommended process for conducting quality product demos.

1. Pre Demo

• Qualification

  • Is the customer qualified for a demo?
  • Does the prospect clear the BANT (Budget, Authority, Need, Timing) qualification?
  • Qualification ensures you are not wasting time on a prospect that is not serious.

• Identify 3 Pain Points to Demo

  • Read discovery/lead-qualification call notes saved in your CRM.
  • Maintain a log of needs and wants for each persona during the discovery call and update throughout the sales cycle.
  • Highlight top 3 pain points to be included in the demo.

• Demo Data Preparation

  • Customer research:
    • Research customer’s website to identify items, locations, processes.
  • Industry research:
    • Study industry processes (sales, purchase, distribution).
    • Review balance sheets of listed companies (e.g., insurance, banking, healthcare).
    • Learn common challenges/terminologies (e.g., LAP = Loan Against Property for Lending).
  • Competitor research:
    • Understand current products used and their challenges.
    • Research competitor features and note where they lack (e.g., Zoho, Tally).

• Demo Data Preparation and Import

  • Use ChatGPT to generate demo data.
  • Masters: Company entity, Item master, BOM, operations, workstations, Supplier, Customer, Projects, Warehouses.
  • Transactions: Procure-to-pay, Order-to-cash.
  • Professional print formats: Company logo.
  • Custom workflows: Industry-specific workflow wireframes (e.g., export tracking, BOQ management).

• Calendar Invite and Agenda

  • Send meeting invite to all participants.
  • Add agenda to the invite and re-share with stakeholders.
  • Send reminder 1 hour before meeting.

2. During Demo

• Introductions

  • Quick introductions around the room.
  • Recap context and prior meetings.
  • Reinforce ERPNext and open source value.
  • Set agenda for the demo.

• Demo Flow

  • Record the demo.
  • Workspace introduction: login, menus, sidebar, versions, apps.
  • Focus on workflows (avoid master data upfront).
  • Ensure demo masters are pre-configured.

• Recommended Flows by Industry

  • Manufacturing:
    • Demo Flow: CRM (Lead → Opportunity → Quotation) → SO → Production Plan → Material Request (cover buying flow briefly till Purchase Receipt) → Work Order → Job Cards → Stock Entry → Stock Ledgers → Showcase impact on Accounting Ledger → Manufacturing Report → Manufacturing Reports & Dashboards
    • Accounting Features: Multi-entity, Multi-currency, Reports (General Ledger, AP Report, AR Report, Accounting Dimension, P&L, Balance Sheet)
    • Inventory Features: Auto reorder level, Default accounts, Item variant, Unit of measurement configuration, Batch and serial number tracking, Inventory dashboard / connection board
      
  • Trading: Lead → Opportunity → RFQ → Supplier Quotation and Comparison → Quotation → SO → Customer Credit Limit → SO to PO → Drop Shipment → SO to SI → Payment Receipt → Payment Reminders → Gross Profit Report
    
  • EPC: Sales Order → SO to Project Creation (Management, Costing, Billing) → Tasks → Timesheets → Expense Claims → SO to Payment Receipt → Project Level Procurement (Material Request to Purchase Receipt) → Project Code Mapping for all Sales and Purchase Workflows → Project Level Profitability → Project Level Inventory → Project Level Asset Management
    
  • Professional Services: Sales Order → SO to Project → Management, Costing & Billing → Tasks → Timesheets → Expense Claims → Budgets → Project Code Mapping for all Sales and Purchase Workflows → Project Level Profitability
  • HR & Payroll: Recruitment → Onboarding → Employee lifecycle → Attendance → Expense claims → Performance → Payroll.
  • Healthcare:

• Winning Features

  • Flexibility & Extensibility

    • Low-code customisation — custom fields, doctypes, forms, drag-drop workflows without coding, notifications
    • List review, report view, Kanban view for all doctypes
    • Custom reports and dashboards
    • Centralised communication with email integration
    • API integration
    • Frappe Framework extensibility — hooks, server scripts, client scripts
    • Built-in integrations
    • All these features are listed here

  • Global Ready (for enterprises)

    • Unified platform: All modules under one subscription
    • Multi-company, multi-currency, multi-language (truly global-ready)
    • Built-in Customer, Supplier, and Employee portals
    • Localization apps (India GST, Middle East VAT, EU VAT)
    • Payroll + tax templates for different geographies

  • Security

    • GDPR-ready, ISO 27001-certified (via Frappe Cloud)
    • Field-level role permissions + audit logs
    • Two-Factor Authentication (2FA), IP restrictions, encryption at rest
    • Localization: GST (India), VAT (Europe/Middle East), Sales Tax (US), IFRS (global)

• Getting Started

  • Showcase data importer.
  • Offer Proof of Concept (POC) with 1 month of data.

3. Post Demo

• Total Cost of Ownership (TCO)

  • Compare 5-year ERPNext TCO vs competitor.
  • Components: Implementation (one-time), Hosting vs licensing, AMC.
  • Showcase at least 75% cost saving.

• Objection Handling

  • Refer sales template for common ways to handle common objections during the sales process.

• Sales Quality Cadence

  • Report demo feedback weekly.
  • Review in sales cadences for corrective/preventive action.

4. Success Metrics

• Prospect rating for the demo (⭐1–5).
  • What went well
  • What could be better
  • Likelihood to explore ERPNext further (yes/no)
• Sample demo feedback template for each demo