Stop confusing demos with POCs - Your pipeline depends on it
This article argues that sales teams often fail by confusing product demonstrations with proofs of concept (POCs). It emphasizes that a demo is for showing potential, while a POC is for validating technical feasibility in a specific customer environment.
Why it matters
Mismanaging the sales cycle by blurring these two stages leads to wasted engineering resources and stalled enterprise software deals.
There is a conversation I have had dozens of times with partners across the field. It usually starts with some variation of: "We have been in a POC with this prospect for four months and it's just... stalled."
The content is a professional advisory piece focused on sales strategy and business operations, lacking political or social bias.
Get smarter about the news
Sign up free for a feed built around what you actually care about, Dive Deeper research on any story, and the full text of every article.
Create free accountAlready have an account? Sign in