Effective Proof of Concepts with Keno Helmi

9 snips

Oct 5, 2023

Keno Helmi, a five-time CRO with extensive experience in the technology industry, discusses the importance of proof of value (POV) in the sales process. He highlights the need for clear success criteria and involving the economic buyer (EB) to improve forecasting. Keno shares best practices for running a successful POV, including thorough qualification, defining objectives, and debriefing with the champion. He emphasizes the importance of presenting a comprehensive report to the EB after the POV.

Ask episode

Chapters

Transcript

Episode notes

Introduction

00:00 • 2min

Espressive: Conversational AI for Automated Internal Help Desk

01:36 • 2min

Omni-Channel Solution and Validating Technology and Business Value

03:23 • 3min

The Benefits of Conducting a Proof of Concept (POC)

06:20 • 21min

Preparing for a Successful Proof of Value Meeting

27:33 • 17min

Importance of Sales Rep Involvement in the Proof of Concept Process

44:21 • 12min

Balancing Proof of Concept Results and Cover

56:41 • 3min

Keno Helmi is a five-time CRO with a wealth of experience in the technology industry. He has held leadership positions at companies such as PTC, HP, Digby, Duetto, Platform 9, and Pegasus. Currently, he serves as the CRO at Espressive.

Keno discusses the importance of proof of value (POV) in the sales process. He explains that a POV is not just about validating the technology, but also about validating the business case. By setting clear success criteria and involving the economic buyer (EB) in the process, sales reps can increase the predictability of the outcome and improve their forecasting. Keno emphasizes the need for a champion to take the rep to the EB and highlights the importance of thorough qualification before engaging in a POV. He also shares best practices for running a successful POV, including defining objectives, setting clear success metrics, and involving the sales rep throughout the process. Keno concludes by discussing the importance of debriefing with the champion and presenting a comprehensive report or presentation to the EB after the POV.

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:00:00] POC vs. POV: POC validates technology; POV validates both tech and business value.
[00:05:19] Meeting the Economic Buyer is critical for authority and budget.
[00:11:50] Don't do POCs too early; understand the customer's use case.
[00:14:11] Champions expedite sales by taking you to the Economic Buyer.
[00:18:17] POC should lead to a natural close, not put the customer in the market.
[00:25:11] The go, no-go meeting with the Economic Buyer is decisive.
[00:38:33] Share a comprehensive RFP or scoring template to guide the evaluation.
[00:41:45] Leverage serendipitous visits from stakeholders to build additional champions.
[00:43:29] Proactively bring in potential champions who may not be aware of the POV.
[00:46:13] Actively engage during the POV, troubleshoot discreetly, and showcase successes.
[00:48:16] Create a comprehensive report or presentation (Champion's Deck) summarizing technical and financial results.

HIGHLIGHT QUOTES

[00:10:28] "You want to do a P.O.V. to increase the predictability of the outcome, improve your forecasting, and potentially grow the business value of the deal."
[00:13:25] "That person has earned the right to be called a champion and not a prospective champion. You do not have the right to call that person a champion until that person takes you to the economic buyer."
[00:15:11] "You want to ensure that your test plan is going to be the scoring mechanism by which all vendors are evaluated."

ADDITIONAL RESOURCES
Connect with Keno: https://www.linkedin.com/in/keno-helmi-74779329/
More on Espressive: https://www.espressive.com/
Engineer Your Strongest SKO Yet: https://forc.mx/46BipZB