Proof of Concept (PoC) is a crucial step in the software sales cycle, as it demonstrates how your solution can address specific customer needs and challenges. By testing the solution in a real-world environment, customers can see its benefits for themselves, increasing the chances of a successful sale. To ensure success, there are several key things to do before engaging in a PoC. Our blog goes in to the bellow 6 subjects.
- Engage with the economic buyer
- Qualify required capabilities and quantify desired outcomes
- Align on the decision-making unit (DMU)
- Agree that this is a problem worth solving
- Agree on the scope
- Get confirmation of intent to purchase
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Engage with the economic buyer
Before initiating a proof of concept, it’s crucial to engage with the economic buyer. The economic buyer is the person who has the authority to approve the purchase of your solution. It is important to ensure that the economic buyer is fully aware of the value proposition of your solution and understands how it can benefit the organisation in terms of Software Sales. Engaging with the economic buyer will ensure that the PoC has buy-in at the highest level of the organisation and increase the likelihood of a successful outcome for Software Sales.
Qualify required capabilities and quantify desired outcome
To ensure a successful PoC for Software Sales, it is essential to qualify the required capabilities and quantify the desired outcome wherever possible. The capabilities needed for the PoC should be in line with the customer’s specific needs and challenges related to Software Sales. The desired outcome should be quantifiable and measurable, so that there is a clear benchmark for success. By doing so, you can align the PoC with the customer’s objectives and increase the chances of a successful outcome for Software Sales.
Align on decision-making unit (stakeholders and decision process)
Before starting the PoC for Software Sales, it’s important to identify and align with the decision-making unit (DMU). The DMU is the group of stakeholders involved in the decision-making process. It includes people who will be affected by the solution, those who will implement it, and those who will approve it. Aligning with the DMU will help to ensure that everyone involved is aware of the objectives and expected outcomes of the PoC for Software Sales.
Agree that this is a problem worth solving
To ensure a successful PoC for Software Sales, you must agree that the problem you are trying to solve is worth solving. The customer should have a clear understanding of the problem and its impact on the organisation in terms of Software Sales. By agreeing that this is a problem worth solving, you can ensure that there is a mutual interest in finding a solution that benefits Software Sales.
Agree on the scope (technical capabilities and timelines)
Before initiating the PoC for Software Sales, it’s important to agree on the scope of the project. The scope should define the technical capabilities that will be tested and the timelines for the project. It should also identify the resources required for the project, such as hardware, software, and personnel. By agreeing on the scope, you can ensure that both parties are on the same page and have a clear understanding of what needs to be done to drive Software Sales.
Get confirmation of intent to purchase
Before embarking on a PoC for Software Sales, it’s important to get confirmation of the customer’s intent to purchase. This will ensure that the customer is serious about the project and is committed to making a purchase if the PoC is successful. It will also ensure that the customer has the budget and resources to implement the solution if it meets their requirements for Software Sales.
Conclusion
A proof of concept is a crucial step in the software sales cycle. Before engaging in a PoC, it’s essential to engage with the economic buyer, qualify the required capabilities and quantify the desired outcome, align with the DMU, agree that the problem is worth solving, agree on the scope, and get confirmation of intent to purchase. By doing so, you can ensure that the PoC is aligned with the customer’s needs and objectives and increase the likelihood of a successful outcome.
