
Revenue Builders
Effective Proof of Concepts with Keno Helmi
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.
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Quick takeaways
- Proof of value (POV) is essential in the sales process to validate both the technology and the business case.
- A well-executed POV with clear objectives, success metrics, and a champion can significantly increase deal predictability and improve forecasting.
Deep dives
Overview of Espressive and its services
Espressive is a market leader in the conversational AI for automated internal help desk space. Their application, like Alexa, focuses on automations rather than just answering questions. It covers various use cases like password resets, software provisioning, and more, resulting in reduced help desk workload and improved customer experience.
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