Gartner Research

Win the Deal in Proof of Concept by Targeting Investment in the POC Experience

Published: 06 November 2017

ID: G00323890

Analyst(s): Daniel Bowers , Scot MacLellan

Summary

Many data center infrastructure deals are won or lost in POCs, but often the "best" solutions lose because they cannot show quick results. Technology product management leaders can maximize their chances of success by investing in a quick deployment phase with limited but relevant capabilities.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Determine the Influence of POCs on Business Performance Through Analyzing Wins and Losses, and the Reasons for Each Outcome
    • How Many Deals Are Driven by POCs?
    • Current Engagement Level for POCs
    • Win Ratio for POCs
    • Competitor Win Ratio
    • Cost of Each POC/Efficiency of Each POC
  • Prioritize the Inclusion of New Developments in Every Release to Improve POC Performance Through the Swift and Effective Demonstration of Significant Scenarios
  • Track POC Performance and Build Pipeline for Future Investments Based on the Reasons for Win/Loss

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