Davenport, Iowa (Thursday, July 12, 2012) - It has been three years since Redstone Content Solutions LLC opened its doors and introduced a new kind service offering to the Oracle technology community. In that time, Redstone's focus on Oracle WebCenter Content, WebCenter Portal and training has proven to be successful - for employees and, more importantly, for their valued clients. Employees, spouses and families will celebrate the three-year anniversary with a company get-together on Friday, July 13, 2012.

"We wish to extend a heartfelt "thank you" to our valued clients", comments John Klein, co-founder of Redstone. "Their unwavering trust and support make it easy to come into the office each day and give our best effort."

"We would like to thank our clients, partners and families who have been behind us each and every step of the way, states Jason Stortz, co-founder of Redstone. "These three years have gone by very quickly. I'm proud of what we have been able to achieve as a team; but, honestly, I'm driven by what we can still accomplish - the new ways to improve information management and dissemination for our customers."

For further information regarding enterprise content management solutions, please visit Redstone Content Solutions at www.redstonecontentsolutions.com or call John Klein at (563) 505.9998.

Davenport, Iowa (Monday, July 9, 2012) - Join Oracle and Redstone Content Solutions on August 7th at Oracle's office in Chicago (Willis Tower) as we host a no cost WebCenter Content "hands on" workshop.

Redstone and Oracle will discuss the WebCenter value proposition - as well as demonstrate a number of high-value applications such as Desktop Integration Suite, Digital Asset Management and Universal Records Management. You'll also get a chance to interact with the software.

Emerson Process Management will discuss how they have scaled their use of this Oracle technology from one initial need to over 300 applications. Emerson will discuss their ROI - and the process they have developed to leverage their investment.

Snacks and lunch will be provided as well as a chance to win an 8GB iPod Touch.

Please sign up here: http://www.opnevents.com/programs/RedstoneContentWorkshops/Chicago.html

For further information regarding enterprise content management solutions, please visit Redstone Content Solutions at www.redstonecontentsolutions.com or call John Klein at (563) 505.9998.

How important is demonstrating the functionality of a given software tool in the sales process?
How important is the timing of the actual product demo?

I would argue that the demo is important, but is not as important as many less skilled sales/pre-sales personnel might have you believe.

Relationship building is paramount.  As is a deep understanding of the customer’s current situation/reality.  How (if at all) are they solving their current issue(s)?  How specifically will your offer differ?

In Demonstrating to Win!: The Indispensible Guide for Demonstrating Software, author Richard Riefstahl discusses the concept of “bridge building” – which means to clearly create and demonstrate what the new environment will look like post implementation.

Ease of use is always a key.  And the reason for this is that the prospect knows their current situation.  They may or may not like it very much, but at least it is a known entity.

I have seen many a salesperson rush too quickly into a product demo.  Many times this is due to poor selling acumen.  The salesperson either cannot articulate the overall value proposition or isn’t particularly adept at relationship building – or both.

A demo is important – if done at the correct time in the sales process and after gathering the needed information to convey the most appropriate message(s).
A custom demo is almost always the best.  Why?  Its more difficult for a Financial sector customer to understand how they will use the software when the demo they have just seen was originally constructed for the Manufacturing industry.