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The Content-Free Buzzword-Compliant Vocabulary List
“Our powerful software is flexible, intuitive, easy-to-use and integrates seamlessly with your other tools. Robust and scalable, your organization can enjoy the benefits of our best-of-breed world-class offering.”
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The Second Derivative
1538 Winding Way
Belmont, CA 94002
Phone: +1 650 631 3694
PCohan@SecondDerivative.com
www.SecondDerivative.com
www.DemoGurus.com
Peter E. Cohan, Principal
The Content-Free Buzzword-Compliant Vocabulary List
"Our powerful software is flexible, intuitive, easy-to-use and integrates seamlessly with your
other tools. Robust and scalable, your organization can enjoy the benefits of our best-of-breed
world-class offering."
How many times have you read this in marketing materials for software? Does it provide you
with any real information - or is it simply a string of meaningless buzzwords?
When you or your team uses these words and phrases in a presentation or software demonstration,
you risk loss of credibility. Presentations and demos, in particular, need to focus on facts - not
supposition - in order to achieve technical proof or generate a real vision in the customers'
minds.
Here's the list of words that can get you and your team into trouble - we call it the "Content-Free
Buzzword-Compliant Vocabulary List":
1. Robust 8. Interoperable
2. Powerful 9. Easy-to-use
3. Flexible 10. Intuitive
4. Integrated 11. User-friendly
5. Seamless 12. Comprehensive
6. Extensible 13. Best-of-breed
7. Scalable 14. World-class
How can you communicate the ideas behind these buzzwords and stay in the land of facts? Look
for concrete, fact-based examples that illustrate the ideas.
For example, instead of saying, "Our software is robust," you might state "This software is
deployed and in day-by-day production use by over 10,000 users around the world today." Or,
alternatively, try "Our users enjoy a 99.98% uptime on a 24/7/365 basis." The more specifics and
numbers you can provide make these statements more credible and support your claim.
Similarly, you can replace the trite and hackneyed "user-friendly", "easy-to-use" and "intuitive"
claims by being focused and sticking to the facts. You can cite the specific number of mouse
clicks necessary to complete a task, for example. Or, perhaps you can reference that users of your
software out-of-the-box have never found the need to purchase training. Just the facts,
Ma'amno hyperbole!
A good test you can apply to your own material is to ask the question, "In whose opinion?" If it
is a quote from a customer, then that's terrific, and you should identify the quote accordingly.
However, if the answer is that it came from your marketing department (or your lips!), then you
should find a way to rephrase.
Page 1 of 2 Copyright 2005 The Second Derivative. All Rights Reserved 2/28/2008For example, if you find a phrase in your literature or presentation materials such as "Our
powerful software," then you should ask in whose opinion is it powerful? You can turn this
from useless fluff to real stuff by providing a working example: "Our customers state that our
software reduces their typical workflow cycle time from several days to less than an hour."
CRM (Customer Relationship Management) software is a key topic of discussion in many
organizations today. Nearly every CRM software vendor says their tools are "powerful". In
whose opinion? Are they able to lift tons of steel or send satellites into orbit? What makes their
software powerful?
Replacing items on the Content-Free Buzzword-Compliant Vocabulary List with substantive
claims provides you the opportunity to differentiate from most competitors. Compare "Our
powerful software is world-class" with "Our software enables 10% increases in close rates,
14% reduction in sales cycles, and customers also report substantial increases in the quality of
leads generated and pursued"
Two of the worst offenders on the Content-Free Buzzword-Compliant Vocabulary list are
"seamless" and "integrated". Everything, it seems, is "seamlessly integrated" with everything
else. Why, then, is there so much work for companies that provide integration capabilities?!
Once again, providing real-life, fact-based examples is a solution that enables you and your team
to rise above the competition and earn a positive reputation for being fact-based. "Our Sales
Force Automation solution automatically enters all tasks, appointments, and telephone calls onto
your Outlook calendar, without requiring a single mouse-click. Set it up once from the
Preferences Menu and our software keeps all of your calendar operations synced and up-to-date
with Outlook." Much better!
"Scalable" is easy to improve upon. With regards to the number of users, how about:
"Implementations of our software range from single users in sole-proprietorships to over 2,500
users in Fortune-500 companies." If you are referring to concurrency, consider something like
"Our ASP installation is currently supporting companies with a handful of daily transactions to
organizations who are processing well beyond 10,000 transactions every hour."
When a vendor says their software is "flexible," are they talking about software capabilities, or
their willingness to be flexible with their licensing policy or pricing? Use specific examples that
are focused and relevant to the customer at hand, whenever possible. Using verifiable, real-life
statements will encourage your customers to respond with a more positive, open attitude - which
will help you in achieving your objectives.
How about "world-class" - what does this really mean? If your customer is concerned about
local language and currency support, then you can speak directly to these capabilities. "We
provide support for the major European languages, Japanese and Cantonese, and handle direct use
and automated conversion of the currencies used in each of the relevant geographies."
Stick with the facts, avoid meaningless buzzwords, and enjoy increased success with your
presentations and demonstrations!
Copyright © 2005 The Second Derivative - All Rights Reserved.
For more articles and offerings on demonstration effectiveness skills and methods, visit
our website at www.SecondDerivative.com. For demo tips, best practices, tools and
techniques, join the DemoGurus Community Website at www.DemoGurus.com or
explore our blog at http://greatdemo.blogspot.com/.
Page 2 of 2 Copyright 2005 The Second Derivative. All Rights Reserved 2/28/2008
1538 Winding Way
Belmont, CA 94002
Phone: +1 650 631 3694
PCohan@SecondDerivative.com
www.SecondDerivative.com
www.DemoGurus.com
Peter E. Cohan, Principal
The Content-Free Buzzword-Compliant Vocabulary List
"Our powerful software is flexible, intuitive, easy-to-use and integrates seamlessly with your
other tools. Robust and scalable, your organization can enjoy the benefits of our best-of-breed
world-class offering."
How many times have you read this in marketing materials for software? Does it provide you
with any real information - or is it simply a string of meaningless buzzwords?
When you or your team uses these words and phrases in a presentation or software demonstration,
you risk loss of credibility. Presentations and demos, in particular, need to focus on facts - not
supposition - in order to achieve technical proof or generate a real vision in the customers'
minds.
Here's the list of words that can get you and your team into trouble - we call it the "Content-Free
Buzzword-Compliant Vocabulary List":
1. Robust 8. Interoperable
2. Powerful 9. Easy-to-use
3. Flexible 10. Intuitive
4. Integrated 11. User-friendly
5. Seamless 12. Comprehensive
6. Extensible 13. Best-of-breed
7. Scalable 14. World-class
How can you communicate the ideas behind these buzzwords and stay in the land of facts? Look
for concrete, fact-based examples that illustrate the ideas.
For example, instead of saying, "Our software is robust," you might state "This software is
deployed and in day-by-day production use by over 10,000 users around the world today." Or,
alternatively, try "Our users enjoy a 99.98% uptime on a 24/7/365 basis." The more specifics and
numbers you can provide make these statements more credible and support your claim.
Similarly, you can replace the trite and hackneyed "user-friendly", "easy-to-use" and "intuitive"
claims by being focused and sticking to the facts. You can cite the specific number of mouse
clicks necessary to complete a task, for example. Or, perhaps you can reference that users of your
software out-of-the-box have never found the need to purchase training. Just the facts,
Ma'amno hyperbole!
A good test you can apply to your own material is to ask the question, "In whose opinion?" If it
is a quote from a customer, then that's terrific, and you should identify the quote accordingly.
However, if the answer is that it came from your marketing department (or your lips!), then you
should find a way to rephrase.
Page 1 of 2 Copyright 2005 The Second Derivative. All Rights Reserved 2/28/2008For example, if you find a phrase in your literature or presentation materials such as "Our
powerful software," then you should ask in whose opinion is it powerful? You can turn this
from useless fluff to real stuff by providing a working example: "Our customers state that our
software reduces their typical workflow cycle time from several days to less than an hour."
CRM (Customer Relationship Management) software is a key topic of discussion in many
organizations today. Nearly every CRM software vendor says their tools are "powerful". In
whose opinion? Are they able to lift tons of steel or send satellites into orbit? What makes their
software powerful?
Replacing items on the Content-Free Buzzword-Compliant Vocabulary List with substantive
claims provides you the opportunity to differentiate from most competitors. Compare "Our
powerful software is world-class" with "Our software enables 10% increases in close rates,
14% reduction in sales cycles, and customers also report substantial increases in the quality of
leads generated and pursued"
Two of the worst offenders on the Content-Free Buzzword-Compliant Vocabulary list are
"seamless" and "integrated". Everything, it seems, is "seamlessly integrated" with everything
else. Why, then, is there so much work for companies that provide integration capabilities?!
Once again, providing real-life, fact-based examples is a solution that enables you and your team
to rise above the competition and earn a positive reputation for being fact-based. "Our Sales
Force Automation solution automatically enters all tasks, appointments, and telephone calls onto
your Outlook calendar, without requiring a single mouse-click. Set it up once from the
Preferences Menu and our software keeps all of your calendar operations synced and up-to-date
with Outlook." Much better!
"Scalable" is easy to improve upon. With regards to the number of users, how about:
"Implementations of our software range from single users in sole-proprietorships to over 2,500
users in Fortune-500 companies." If you are referring to concurrency, consider something like
"Our ASP installation is currently supporting companies with a handful of daily transactions to
organizations who are processing well beyond 10,000 transactions every hour."
When a vendor says their software is "flexible," are they talking about software capabilities, or
their willingness to be flexible with their licensing policy or pricing? Use specific examples that
are focused and relevant to the customer at hand, whenever possible. Using verifiable, real-life
statements will encourage your customers to respond with a more positive, open attitude - which
will help you in achieving your objectives.
How about "world-class" - what does this really mean? If your customer is concerned about
local language and currency support, then you can speak directly to these capabilities. "We
provide support for the major European languages, Japanese and Cantonese, and handle direct use
and automated conversion of the currencies used in each of the relevant geographies."
Stick with the facts, avoid meaningless buzzwords, and enjoy increased success with your
presentations and demonstrations!
Copyright © 2005 The Second Derivative - All Rights Reserved.
For more articles and offerings on demonstration effectiveness skills and methods, visit
our website at www.SecondDerivative.com. For demo tips, best practices, tools and
techniques, join the DemoGurus Community Website at www.DemoGurus.com or
explore our blog at http://greatdemo.blogspot.com/.
Page 2 of 2 Copyright 2005 The Second Derivative. All Rights Reserved 2/28/2008
