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Equation #22 · Chapter 10

Vaporware Index I_v

Iv=AdjectivespitchLive_Demo_MinutesI_v = \frac{Adjectives_{pitch}}{Live\_Demo\_Minutes}

Vaporware Index

I_v · Ch 10

Adjectives in the pitch ÷ live demo minutes. Works both ways — score yourself.

Worked example — Scoring your own last pitch

Count the adjectives in the deck — seamless, intelligent, transformative, enterprise-grade. There are 28. Now count the minutes of live, working software on screen. There are four.

It came out at 7.0. Red — slides, not software.

Eight adjectives and twelve minutes of the thing actually running reads 0.67: green. This one works in both directions. Run it on the vendor pitching you, then be honest and run it on yourself.

Your turn — change one number
Result7.00

Red. Slides, not software. If it's your pitch: fix it. If it's theirs: run.