With that in mind, here, in order of increasing expense for
the vendor, are forms of proof for a customer:
-
Reference call (to another, similar customer or
peer) – basically free
-
Vision Generation Demo – very little resource
required
-
Technical Proof Demo – moderate resource
required
-
POC – (often) enormous resource required
-
Pilot – yet more (although some Pilots are
paid-for, they still potentially consume huge amounts of vendor resources)
Our objective in a sales process is to stay as high as
possible on this list. (And shame on the
sales team that offers a POC without the customer requesting it…!)
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