Make the use case concrete
Start with a specific workflow, the people who perform it and the result they want to improve. Explain where AI would fit, what would remain under human review and how the work would change. A broad capability demonstration can introduce a product, but a focused use case gives buyers something practical to assess. Describe the current process as carefully as the proposed solution. The gap between the two often reveals the real implementation work.
Prepare for operational questions
Help buyers understand the inputs a solution requires, how it connects to existing systems and what support is available. Be ready to explain data handling, access controls, output limitations and the process for managing errors. Keep statements aligned with documented product capabilities; be explicit when an answer depends on configuration or further review. Questions from security, legal, procurement and operational teams should become part of the evaluation plan, with the right specialists involved where needed.
Agree on evidence before a pilot
Define what a useful evaluation would establish and how both teams will judge it. Choose measures that reflect the use case, which may include quality, time saved, user adoption or operational effort. Establish a baseline, an appropriate test scope and an owner for reviewing the results. Include the effort required to deploy and operate the solution, rather than measuring the demonstration alone. A well-framed evaluation helps a buyer decide what to do next without implying that a successful trial automatically guarantees a purchase.