Demos are designed to look smooth. Buying decisions should not be. Before you sign, ask questions the slide deck will not answer.
- Security: SSO, audit logs, data residency, subprocessors, and a real incident contact path.
- Exit cost: Can you export your data in a usable format? How long does offboarding take?
- Support reality: What happens after the pilot? Who owns your account when usage grows?
- Integration debt: Which systems must stay connected for the tool to deliver value?
- Pricing cliff: What changes at the next seat tier or usage band?
Write the answers down before procurement. A short internal note beats a charismatic demo every time.