POC Management

The POC Management program is designed to help potential customers assess the value of the product through a structured proof-of-concept process. It ensures that the customer can test the product’s key features in a controlled environment, with clear objectives, success criteria, and support from the vendor to guide them toward a successful decision.

Main Audience

• Decision Makers
• Champions

Main Company Goal Supported

• Increase Win Rate: A well-executed POC can significantly increase the likelihood of winning deals by demonstrating clear value and aligning the product with the customer's needs and objectives.
• Operational Efficiency (for Sales): A structured POC process reduces the time and effort needed to execute multiple POCs, streamlining the sales effort and allowing the sales team to focus on higher-value opportunities.
• Accelerate Sales Cycles: By providing a clear, time-boxed POC with defined success criteria, the program helps potential customers quickly reach a decision, shortening the overall sales cycle.

Customer Outcome (Objective):

Enable potential customers to test the product in a controlled environment with clear objectives and success criteria, helping them make a confident decision about moving forward with a full implementation.

Main Actions for the Audience:

• Champions: Coordinate the POC internally, ensuring the right team members are engaged, and monitor the progress against the agreed success criteria.
• Decision Makers: Review the outcomes of the POC, ensuring the product meets the organization’s strategic objectives and making the final decision on whether to proceed.

{{cta-demo2}}

Key Actions:

• POC Kickoff: Set clear expectations, goals, and success criteria for the POC, ensuring alignment with the customer’s business objectives.
• Regular Check-ins: Schedule periodic check-ins to monitor progress, address any issues, and ensure the customer is on track to meet the POC goals.
• Access to Resources: Provide necessary resources, including training and support, to ensure the customer can evaluate the product effectively during the POC.
• Outcome Review: At the end of the POC, review the results with the customer, demonstrating how the product has met (or exceeded) the agreed-upon success criteria.

Measurement of Success (Key Metrics):

• Percentage of POCs that convert to full customers
• Customer satisfaction with the POC process
• Time to complete POC and decision-making