Discover essential insights on optimizing the POC/POV process in buying cycles with experts Roland Woldt and J-M Erlendson, exploring strategies to enhance collaboration and communication for effective outcomes.
2022-05-09 07:00:00
A new podcast episode of What’s Your Baseline was published on May 09, 2022:
Overview:
This episode discusses the importance of Proof of Concept (POC) and Proof of Value (POV) in the buying cycle of business software. It outlines the key components to ensure successful POCs/POVs that meet both vendor and client objectives, emphasizing communication and structured processes.
Core content:
- POC and POV are crucial stages in the buying cycle, involving significant commitment from both buyers and sellers.
- Clear objectives and success criteria are essential for defining the purpose and outcomes of POCs/POVs.
- Effective communication and collaboration between client and vendor can enhance the POC/POV experience and results.
- A structured approach, including defined timelines and roles, helps protect resources and maximize efficiency.
Learnings:
- Understanding stakeholder needs and timely engagement is vital for the success of a POC or POV.
- Establishing hypotheses and success metrics beforehand can lead to more focused and productive evaluations.
- Maintaining a knowledge repository for POC/POV artifacts can facilitate better communication and efficiency.
- Vendors should simplify their offerings and ensure clear pricing to ease the purchasing process for clients.
The original content was published in English.