Managing a POC/POV

The Challenge

Proof of Concepts (POC), Proof of Value (POV) are great tools to win deals.  However, they can suck up tremendous resources and cost your company a lot of money.

I have won many deals with these tactics but also wasted a lot of time doing them poorly.   Contrasting the many POC's and POV exercises we have worked on has provided insight into establishing best practices.

These tools absolutely can help you to seal the deal and separate you from your competitors.  They can also be a trap laid by your competitors that mire you in the swamp of technology.  A POC/POV negotiation phase can also be used as a qualifying step to help you decide whether to continue investing in the opportunity or to walk away.

How We Can Help

We bring decades of experience to this perennial challenge and help your team qualify, position, and move the opportunity to a close using our best practices.

Managing a POC/POV

The Challenge

Proof of Concepts (POC), Proof of Value (POV) are great tools to win deals.  However, they can suck up tremendous resources and cost your company a lot of money.

I have won many deals with these tactics but also wasted a lot of time doing them poorly.   Contrasting the many POC's and POV exercises we have worked on has provided insight into establishing best practices.

These tools absolutely can help you to seal the deal and separate you from your competitors.  They can also be a trap laid by your competitors that mire you in the swamp of technology.  A POC/POV negotiation phase can also be used as a qualifying step to help you decide whether to continue investing in the opportunity or to walk away.

How We Can Help

We bring decades of experience to this perennial challenge and help your team qualify, position, and move the opportunity to a close using our best practices.

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