I am surprised at how many software vendors offer a POC early in discussions with prospects.\u00a0Not surprisingly, many of these organizations suffer from low win rates!<\/p>\n
Here\u2019s something to consider\u00a0antes de<\/em>\u00a0offering a POC: Your objective is to secure the order using the\u00a0menos<\/em>\u00a0expensive form of proof.\u00a0Accordingly, here\u2019s a quick list of different forms of proof, from least to most expensive:<\/p>\n <\/p>\n Reference Call:<\/p>\n This may be all that is needed for a prospect to be convinced.\u00a0They pick up the phone, call a colleague at another organization and ask, \u201cI understand you are using ___ from ___ company.\u00a0Two questions:\u00a0Does it do what you need, and would you buy it again?\u201d<\/p>\n As a buyer, I\u2019ve hecho <\/em>this! End result? Very inexpensive for both parties.<\/p>\n <\/p>\n Vision Generation Demo:<\/p>\n A brief Vision Generation Demo may be all that is needed for Innovators and Early Adopters to accept the risk of a new offering.<\/p>\n It also may be sufficient for executives who simply want to find an adequate solution, rapidly, to a non-strategic challenge.<\/p>\n (Chapter 11 in Great Demo!)<\/p>\n <\/p>\n Technical Proof Demo:<\/p>\n Here, discovery has been completed and the corresponding demo maps closely to the Specific Capabilities desired by the prospect.\u00a0Great Demo! readers and Workshop graduates frequently<\/em>\u00a0report that a well-prepared Technical Proof Demo secured the order without the need for a POC!<\/p>\n (Chapters 5 \u2013 9 in Great Demo!)<\/p>\n <\/p>\n POC: (Proof Of Concept)<\/p>\n 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.).<\/p>\n (Chapter 16 in Great Demo!)<\/p>\n <\/p>\n POV: (Proof Of Value)<\/p>\n A POC with the added requirement to prove the value equation.<\/p>\n (Chapter 16 in Great Demo!)<\/p>\n <\/p>\n Pilot:<\/p>\n While Pilots are often paid-for by prospects, they also represent the most expensive form of proof.\u00a0Pilots are frequently driven by substantial implementation requirements or the need for longer-term use to confirm fit or value.<\/p>\n (Chapter 16 in Great Demo!)<\/p>\n <\/p>\n So, before you jump to offer a \u201cfree POC!\u201d carefully evaluate the level of proof your prospects require!<\/p>\n <\/p>\n Gran demostraci\u00f3n Tercera edici\u00f3n:<\/p>\n