Published: 22 April 2022
When improperly used, proofs of concept can become expensive, long-term tactical product demonstrations. By understanding how to propose, scope and execute POC engagements, tech CEOs of software startups will be equipped to engage in their first POC in support of new customer acquisitions.
Almost half of tech CEOs not currently leveraging POCs cited poor conversion rates as one of the biggest obstacles in using POCs as a customer acquisition tactic during their sales process.
POCs can be costly investments for tech CEOs. This reality is further magnified when buyers are not engaging with technology providers at a level or pace expected during the POC.
When technology capabilities dominate the focus of POC engagements, buyers can fail to see how the seller offerings will deliver value to meet their needs.
Tech CEOs of software startups seeking to increase customer acquisition by improving sales effectiveness through
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