Maximizing the Efficacy of Proof of Concepts

ACTIONABLE TAKEAWAYS

• Leverage POC Momentum: Initiate vendor review at the POC’s peak excitement. Parallel process legal and finance steps to accelerate the deal.
• Involve Executives in POCs: Require VP-level involvement for POCs. Share examples of risks when executives are excluded to build alignment and trust.
• Confirm POC Entry Criteria: Secure problem agreement, power alignment, and price understanding before starting a POC to avoid misalignment.
• Set Realistic Exit Goals: Use achievable metrics, like output benchmarks, within the POC timeframe. Avoid long-term criteria that extend beyond the POC.

DEREN'S PATH TO PRESIDENTS CLUB

• SVP of Sales @ JustCall
• VP WW Sales @ Ambassador Labs
• Global Head of Data Analytics Sales @ Google
• Head of Looker North American Sales @ Google

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal