Published: 08 February 2024
When used improperly, a proof of concept can become an expensive, long-term, tactical product demonstration. By starting with proposals, scoping, then executing POC engagements, tech CEOs of software startups will be equipped to engage in their first POCs in support of new customer acquisitions.
Used at the wrong time or for poorly qualified deals, proofs of concept (POCs) can extend deal pursuit time and waste money, because the buyers are not engaging with technology providers at a level or pace expected during the POC.
Ineffectively managed POCs produce poor conversion rates, due to being overused throughout the sales process.
When technology capabilities dominate the focus of POC engagements, buyers may fail to see how the seller’s offerings will deliver value that meets their needs.
Tech CEOs of software startups looking to improve POC effectiveness should:
Define the requirements, qualification criteria and scope of a POC
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Analysts:
Charlie Xu, Eric Hunter
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