Summary

In this episode of Lunch Money, Scott Schnaars and Edan Gottlib delve into the complexities of Proof of Concepts (POCs) in the sales process. They discuss why clients request POCs, the potential pitfalls of engaging in them, and how to effectively manage and transition from POCs to paid pilots. The conversation emphasizes the importance of understanding the client's needs, controlling the scope of the POC, and treating the process with the seriousness it deserves to ensure successful outcomes.

Takeaways

• Clients ask for POCs to de-risk their decision-making process.
• Understanding what the client wants to prove is crucial before starting a POC.
• POCs can delay deals and create unnecessary work if not managed properly.
• A successful POC requires clear success criteria and a defined timeline.
• Transitioning from a POC to a paid pilot can ensure commitment from the client.
• Companies should have a standardized process for managing POCs.
• Limiting the number of concurrent POCs can create urgency and value.
• Treating a POC like a real deal can lead to better outcomes.
• POCs should not be used as a discovery tool but as a means to close deals.
• Free POCs can lead to costly outcomes if not approached correctly.

Chapters

00:00 Introduction to Proof of Concept

02:58 Understanding the Need for POCs

05:51 Evaluating the Effectiveness of POCs

09:14 Transitioning from POCs to Paid Pilots

12:17 Managing POCs Effectively

15:03 Closing Thoughts on POCs

19:33 Shorts Outro.mp4