PRESENTATIONS: FAULT LINES REVEALED

In today’s information overloaded environment, face-to-face selling is giving way to power packed presentations. But there are several fault lines that impede progress, finds this study by Banking Frontiers:

Every IT company is doing its marketing in media, social media, events, conferences, etc. However, the bell rings only when it is called to make a presentation to some team at a prospective organization. That is when the real excitement begins; dopamine levels surge, creating extra energy. A frenzied search for information and insight begins to update the existing presentation to create the desired impact. Key people are quickly identified to make the presentation, who begin to look as if they are on the verge of conquering the world.

Then they make the presentation…… some pass the test, some fail.

Today’s crowded market and fierce competition make it tougher than ever to clinch a deal, more so when selling technology to banks and financial services institutions. When selecting a technology partner, the client organizations have to look not only at technology aspects, but many others including financial strengths, the organization’s stability, product maturity, competitive scenario, etc. Do the IT companies making presentations understand all these concerns? Sometimes yes, sometimes no. In a hyper-competitive marketplace, technology vendors win if they have holistic strategies and persuasive presentations to convert opportunity into success.

A presentation is therefore a key tool. When done well, a presentation can take the technology company to the next level of the ladder.

So what do the decision makers in BFSI organizations feel about presentations that IT companies make? Mostly, they feel unhappy, and sometime frustrated. Many presentations leave a lot to be desired and fall short on several parameters to take the opportunity to the next level. Many companies with good products and technologies have failed because the presentation was lacking.