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Proof of Concepts or First Sale?

What are the pro's and cons of going POC or First Sale?

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UltimateMango
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+1
Chief of Nothing
It depends. Give us a little more to work with here, chief. Some things work really well for first sale and some need POCs. 
We_All_We_Got
Old School Bravo
AE
@UltimateMango In your experience what has worked well in POC's? My org is big on POC's and would love to hear how others are successful with this type of process.
UltimateMango
Praised Answer
+1
Chief of Nothing
The Proof of Concept is Dead. 
Long live the Proof of Value. 

This is an important distinction. Know the pain your buyer has and the value to them to solve it. Is it worth solving? Is it worth solving NOW? 

Once you get consensus on value, in the customer's language, then you can negotiate a POV. Ideally the minimum required capabilities to deliver on the value statement above. 
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