Abstract
The idea and practice of Demonstrator Projects have been used increasingly over the last 20 years; however, the process of demonstration and the unique characteristics of these projects do not feature prominently in the literature. This paper aims to define Demonstrator Projects, investigate their nature, and explore what factors exist to support or hinder them to demonstrate and propagate their findings. It enhances this knowledge in two main analytical stages, based on the questionnaire survey of Demonstrator Projects. Firstly, a Principal Component Analysis is performed to identify critical factors that impact the success in demonstrating. Secondly, a cluster analysis is undertaken on the factors to classify Demonstrator Projects and to identify specific factors supporting or hindering their performance. The analysis emphasizes the importance of a clear communication plan that is sufficiently resourced and supported by the top management. The clusters developed generalities of behaviors to argue why some Demonstrator Projects are more successful than others. Implications for policymakers to shape opportunities for future Demonstrator Projects are then discussed in terms of managing the performance of Demonstrator Projects through tailored success evaluation strategies.