“Want to Run a Free POC?”

 

I am surprised at how many software vendors offer a POC early in discussions with prospects. Not surprisingly, many of these organizations suffer from low win rates!

 

Here’s something to consider before offering a POC: Your objective is to secure the order using the least expensive form of proof. Accordingly, here’s a quick list of different forms of proof, from least to most expensive:

Reference call: 

 

This may be all that is needed for a prospect to be convinced. They pick up the phone, call a colleague at another organization and ask, “I understand you are using ___ from ___ company. Two questions: Does it do what you need, and would you buy it again?”

 

As a buyer, I’ve done this! End result? Very inexpensive for both parties.

Vision Generation Demo: 

 

A brief Vision Generation Demo may be all that is needed for Innovators and Early Adopters to accept the risk of a new offering. 

 

It also may be sufficient for executives who simply want to find an adequate solution, rapidly, to a non-strategic challenge. 

 

(Chapter 11 in Great Demo!)

Technical Proof Demo: 

 

Here, discovery has been completed and the corresponding demo maps closely to the Specific Capabilities desired by the prospect. Great Demo! readers and Workshop graduates frequently report that a well-prepared Technical Proof Demo secured the order without the need for a POC!

 

(Chapters 5 – 9 in Great Demo!)

POC: (Proof Of Concept)

 

The prospect needs a deeper level of proof than can be provided in a demo and needs to minimize specific risks (their data, network, user culture, workflow specifics, etc.).

 

(Chapter 16 in Great Demo!)

POV: (Proof Of Value)

 

A POC with the added requirement to prove the value equation.

 

(Chapter 16 in Great Demo!)

Pilot: 

 

While Pilots are often paid-for by prospects, they also represent the most expensive form of proof. Pilots are frequently driven by substantial implementation requirements or the need for longer-term use to confirm fit or value.

 

(Chapter 16 in Great Demo!)

 

So, before you jump to offer a “free POC!” carefully evaluate the level of proof your prospects require!

 

Great Demo! Third Edition:

https://www.amazon.com/dp/B0C9SNKC2Y/