GlenRoss profile picture
GlenRoss profile picture

GlenRoss

Account Executive

Politicker
Valued Contributor
Catalyst
+4

Success Criteria for POC

hey y’all - I am new to running a POC motion with Enterprise logos and just joined a startup so will most likely have to build the plane as we fly it type of deal.


question for the group is: what types of micro agreements do you get in writing with prospects to increase the likelihood of success with a POC?


I am putting together a doc and have the basics but looking for more granularity on what has worked well for others.

👑 Sales Strategy
10

13 comments

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Pachacuti
Politicker
5
They call me Daddy, Sales Daddy
I don't like PoC's, pilots, etc. Unless the solution is BRAND NEW and never been seen in the market.
That said, you should not be doing it for free - no matter how badly you need the POC. They won't take you seriously unless they have skin in the game. So set up milestone payments. Tell them the solution is free for the moment, but you still need to pay labor for setting it up, engineering, etc. (or whatever).
oldcloser
Arsonist
2
💀
Amen 100%. POCs lose luster if they are not paid for. Get a chunk for it. I've done these with a non refundable payment. And I've agreed to credit the POC money toward the full commitment. Whatever feels right- but they have to be invested.
kittychachas
Valued Contributor
0
VP/Director of Sales
Depends on the solution. We are doing a no cost pilot for a key account. 600+ users, field installs, software integration. Our costs are upwards of $60K-$80K for this single pilot. This is also a $14M deal.

If someone fills out a form and they want a POC, then take that with a grain of sand. But there are instances where it makes sense to do a no cost pilot.
Revenue_Rambo
Politicker
3
Director, Revenue Enablement
You need a few things.
1) NDA to protect your IP in case they just snoop and bounce.
2) Clearly defined success metrics (set by the user NOT you)
3) Set timeline and established benchmarks. Don’t let this thing run on forever. Lack of engagement is your biggest threat so milestones help pull people in.
4) Don’t be afraid to kill it. If nobody is using it, or deadlines are continually pushed just turn it off.
Diablo
Politicker
2
Sr. AE
Setting success metrics and setting up right expectations are very important. No/low engagement = no/low conversion
FinanceEngineer
Politicker
1
Sr Director, sales and partnerships
You have to have triggered success criteria with timelines built out. Just show function, that is all. Otherwise you screw yourself with endless changes and delays
LambyCorn
Arsonist
1
A mfkn E
i heard the term poc first time ever this week
BmajoR
Arsonist
5
Account Executive
You must live in a very diverse area.
LambyCorn
Arsonist
1
A mfkn E
yooooo hahaha took me a sec
1nbatopshotfan
Politicker
1
Sales
You need to set timelines with strict meeting schedules. They get to test your product, you get to gather feedback and plan next steps. Ideally weekly meetings with stakeholders and users during the length of the POC.
pirate
Big Shot
0
🦜☠️ Account Executive
I just sell minimum licenses I can if they don't go for anything else and call that POC
ZVRK
Politicker
0
Enterprise Account Executive
Maybe provide a sandbox environment with some dummy users instead? Works sometimes for us..
kittychachas
Valued Contributor
0
VP/Director of Sales
Start by having a clearly defined pilot process and timeline.

Then sit down with the customer and align outcomes with expectations and conditions of the pre-determined pilot process. Set clear timelines and deliverables with dates.

Meet with them on a recurring basis, get their feedback, and set the stage for what happens with a successful pilot.

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