In this episode of ⁠Scaling your company⁠, we are delighted to have John Kirch, a Tokyo-based consultant with over 30 years of experience in helping international startups enter the Japanese market and providing B2B software solutions. Today, we'll delve into the world of Proof of Concepts (PoCs) and their significance in the Japanese business landscape. John will share insights on the value of PoCs, their popularity among Japanese corporations and the government, and the distinctions between PoCs and paid projects, offering a wealth of knowledge to our listeners.

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Show Notes:

(1:27) Self introduction

(2:57) What is POCs

(7:28) Why are PoC's popular with Japanese corporations and the Japanese government?

(11:42) The difference between a PoC and a paid project

(12:22) The ranges of how long a PoC has gone in John Kirch experience in Japan

(17:57) The unique expectations for a foreign company entering the Japan market when doing their first PoC

(20:32) The differences in metrics and responsibilities

(21:55) How to launch a PoC successfully in Japan.

(24:04) How should a company approach a PoC and what are signs of success / danger signs at each of the following stages, i.e. negotiation, execution, and post-execution?

(26:46) What is PoC hell and how do we avoid this?

(30:16) Ways to penalize another company if they are not committing their end of the bargain or are creating delays

(33:38) Why do many companies fail to make it past the PoC stage?

(35:12) What frameworks would John Kirch recommend for managing a PoC?

(40:43) Requests for the listeners and where can they find John Kirch

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