Module Two: POC

[Audio] Welcome to Module Two of the SE Best Practice Series. In this module, we will be discussing POC or People of Color. As a teacher in Other, I am eager to share the best practices for fostering an inclusive and diverse environment. Throughout this presentation, we will explore the significance of understanding and promoting diversity and inclusion, and the positive effects it can have on our communities. Let's delve into the topic of POC and discover ways in which we can show our support and celebrate diversity. Enjoy!.

[Audio] In Module Two of our SE Best Practice Series, we will focus on the important aspects of a Proof of Concept. This includes effectively demonstrating value, being consultative, and progressing the deal. The key to success is to always show the value to potential customers, achieved through thorough research and understanding of their needs. By tailoring your demo to meet these needs, you can showcase both the technical and business value of your product. It is essential to keep your presentation concise and focused in order to effectively communicate complex concepts. Self-editing is a key skill in this process, as it is not about overwhelming the audience with information, but rather simplifying it in a way that they can understand. As a consultative salesperson, it is important to engage the audience and build trust and credibility by highlighting your expertise, the value of your product, and positive customer experiences. Having a clear point of view and telling a resonating story can also be helpful. Ultimately, the goal of a Proof of Concept is to progress the deal and close the sale. This can be achieved by showcasing the differentiators of your product and aligning them with the specific needs and goals of the customer. In summary, the objectives of a Proof of Concept are to demonstrate value, be consultative, and progress the deal. By following these best practices, you can achieve success in your sales efforts. Thank you for joining us in this module and we look forward to sharing more valuable tips and insights with you in the remaining modules of our SE Best Practice Series..

[Audio] Today, we will be discussing the goal of the POC or Proof of Concept. It is an important step in the evaluation process for technical professionals. A successful POC can help us make a final decision on a project. When planning for a POC, it is crucial to be fully prepared and have agreed upon use cases with the customer. It is also important for the customer to agree that a successful outcome will meet their requirements. Documenting everything in a POC document is essential for a smooth and efficient process. However, certain deal breakers such as not having a budget, a defined selection date, or a license deal in place should be avoided. A POC should not be conducted for a project without these key components unless approved by the Sales SVP. During the POC process, it is important to identify critical factors and risks, understand the customer's requirements, and evaluate all the players involved. This will help ensure the success of the POC and its goal. We will continue our Best Practice Series in Module Three..

[Audio] Module Two of the SE Best Practice Series will focus on the important topic of planning for the POC, or preparation. The POC, or proof-of-concept, is a crucial step in the sales process and can greatly impact a customer's decision to purchase our product. Therefore, it is essential to approach it with careful planning. The first key point to remember is to perform the installation before starting the POC onsite. This not only saves time and makes the process more efficient, but also allows us to limit the scope to only one type of POC. While we understand that customers may have multiple requests, such as benchmarking, functionality use cases, and DevOps use cases, it is important to determine which aspects can be delivered through alternative means, such as benchmarking documents or customer reference calls. Additionally, it is best to go last in the POC process. This gives us a competitive advantage and increases our chances of success, as the issues encountered by the first vendor are often resolved, making the path smoother for the next vendor. When it comes to timelines, it is crucial to plan and allocate enough time for the POC. This includes performing a remote install and testing connectivity of all systems, as well as allowing time to build anything custom ahead of time. We recommend scoping the POC effort to a one-week period, as this is a reasonable amount of time for both parties. In conclusion, proper planning and preparation for the POC greatly increases our chances of success. Remember to prep up front, limit the scope to one POC type, and aim to go last. Our final module will cover best practices for conducting a successful POC..

[Audio] After completing the first four modules of our training series, it is time to move on to our fifth and final module: Planning for a POC. This module will focus on the POC document and how to effectively use it in the POC process. The POC document is a constantly updated document, as we have previously mentioned. It is important to only use the relevant parts for your specific POC. This document is a crucial component in the final step of the technical evaluation and signifies success when the customer agrees that their requirements have been met. Obtaining written confirmation of the prioritization of use cases is a key aspect of the POC document. This ensures that the most critical use cases are addressed first. It is important to discuss with the customer which use cases pose the highest risk to their business and which ones keep them up at night. Extra credit use cases should be clearly identified and alignment with the requirements from an influencer or decision maker should be confirmed. These use cases should only be pursued if there is sufficient time and they contribute value towards securing a win. As we conclude this presentation, I would like to express my gratitude to all of you for taking the time to learn about our SE best practices. We hope you have found this series informative and helpful in your professional development. Thank you for listening and I wish you the best of luck in your future endeavors..