Selecting an EPM solution
How should you compare EPM vendor demonstrations?
A convincing demonstration may not address your organisation’s difficulties. Observe solutions in comparable situations and distinguish what is demonstrated from what still needs to be delivered.
By Antonio Daif· Published on 17 October 2026
Prepare a common scenario
Give candidates the same use cases and instructions. If you provide a dataset, use fictional or properly anonymised data.
A scenario can follow an end-to-end sequence:
- Load actuals data.
- Identify an import issue.
- Correct the data or its mapping.
- Enter a forecast assumption.
- Submit the forecast for approval.
- Compare two versions.
- Analyse a variance and drill down into its detail.
This sequence reveals the transitions between functions.
Involve several user profiles
The finance lead examines output quality. The contributor tests input and corrections. The administrator assesses the effort needed to change the model. IT checks access, interfaces and operating conditions.
Each profile should be able to ask questions and, where possible, perform some operations.
Use a common scorecard
| Criterion | Question to answer |
|---|---|
| Business coverage | Is the scenario completed in full? |
| Usability | Does the user understand the steps and errors? |
| Traceability | Can the origin and changes to data be retrieved? |
| Administration | Who can change a rule or report? |
| Integration | How are imports and their issues handled? |
| Technical conditions | In what environment and at what volume was the test conducted? |
For each point, record the observed result and reservations separately.
A feature not demonstrated must remain “to be verified”. It should not automatically receive a positive or negative rating.
Clarify delivery conditions
Ask specific questions:
- Is this feature included in the proposed offering?
- Does it require an additional module or development?
- Who will maintain the configuration?
- What limitations need to be considered?
- What effort was required to prepare this demonstration?
Results achieved in a prepared environment should be compared with real operating conditions.
Document next steps
After each session, record demonstrated points, open questions and commitments to confirm in the proposal.
Demonstrations provide evidence for the decision. They must be complemented by analysis of costs, deployment arrangements and proposed support.
Is this relevant to you?