By Jon W. Hansen | Procurement Insights
We ran a RAM 2025 5-model consensus analysis on ProcureTech AI demos — not to evaluate features, but to answer a simple question:
How useful are demos for predicting successful outcomes?
The result:
8.8 / 10 — Selling the software
2.8 / 10 — Predicting implementation success
The Pattern
Demos excel at showing engines: features, speed, automation metrics, UI polish.
Demos fail at showing steering wheels: governance, accountability, verification, and human readiness.
What Demos Show Well:
- Feature demonstration: 7.4
- Marketing differentiation: 6.4
What Demos Hide:
- Verification protocols: 1.2
- Accountability structures: 1.4
- Organizational readiness: 1.4
The Problem
Demos are designed to answer: “What can this software do?”
They should answer: “What happens when this software meets your organization?”
That’s why the 80% implementation failure rate persists — despite increasingly impressive demos.
The Bottom Line
Until vendors replace demos with diagnosis, successful outcomes will remain accidental.
The Full Analysis
The complete Demo Effectiveness Analysis includes detailed model-by-model scoring across 13 dimensions, the full steering wheel criteria breakdown, and the Phase 0™ diagnostic framework for evaluating ProcureTech readiness before vendor selection.
Full analysis available to Procurement Insights subscribers.
Editor’s Note: Subscribers to Procurement Insights have access to the complete Demo Effectiveness Analysis™ — including the 5-model consensus methodology, all 13 evaluation dimensions, governance gap implications, and the Phase 0™ diagnostic framework for evaluating vendor readiness before selection.
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Procurement Insights
Why ProcureTech Demos Predict Sales, Not Success
Posted on January 26, 2026
0
By Jon W. Hansen | Procurement Insights
We ran a RAM 2025 5-model consensus analysis on ProcureTech AI demos — not to evaluate features, but to answer a simple question:
How useful are demos for predicting successful outcomes?
The result:
8.8 / 10 — Selling the software
2.8 / 10 — Predicting implementation success
The Pattern
Demos excel at showing engines: features, speed, automation metrics, UI polish.
Demos fail at showing steering wheels: governance, accountability, verification, and human readiness.
What Demos Show Well:
What Demos Hide:
The Problem
Demos are designed to answer: “What can this software do?”
They should answer: “What happens when this software meets your organization?”
That’s why the 80% implementation failure rate persists — despite increasingly impressive demos.
The Bottom Line
The Full Analysis
The complete Demo Effectiveness Analysis includes detailed model-by-model scoring across 13 dimensions, the full steering wheel criteria breakdown, and the Phase 0™ diagnostic framework for evaluating ProcureTech readiness before vendor selection.
Full analysis available to Procurement Insights subscribers.
Editor’s Note: Subscribers to Procurement Insights have access to the complete Demo Effectiveness Analysis™ — including the 5-model consensus methodology, all 13 evaluation dimensions, governance gap implications, and the Phase 0™ diagnostic framework for evaluating vendor readiness before selection.
-30-
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