Issue
The client is a municipal electric provider replacing an outdated ETRM with limited internal resources.
The client issued an RFP to replace an aging ETRM but was short on resources to run it:
- Staff needed help building scripts for vendors to follow in webinar and onsite demos.
- Unstructured demos would let vendors drive with canned presentations.
- A poorly run selection risked a costly, time-consuming wrong choice.
Solution
A MidDel consultant built and ran a tailored, neutral evaluation:
- Interviewed front, middle, and back office to capture processes and requirements.
- Wrote test scripts per function with preloaded and live sample data.
- Attended each demo and fed observations into the client's evaluation.
Result
The scripts drove five consistent vendor demos and cost about 20% less than running the evaluation internally.
Consistent, data-driven demos stopped vendors from delivering canned pitches and mapped requirements to real capability - avoiding a costly wrong selection.
Key Takeaways
- Neutral, data-loaded scripts beat a charismatic sales team. Running five vendor demos against the client's own data stripped out showmanship so the client compared products, not presentations - for about 20% less than doing it internally.
- The gap between the pitch and the product is where selection money is lost. Mapping each requirement to a live demo task forces vendors to prove function rather than assert it - the single best hedge against a costly wrong choice.
Ready to do the same?
Short on internal resources to run an ETRM selection? MidDel's scripted, data-driven demos keep vendors honest and cut the cost of the process. Let's talk.
For more case studies highlighting our work, please go to: Current Case Studies
