Using a Proof of Concept (POC) or Pilot during the sales process can be a high-risk, high-reward situation. You're able to demonstrate success immediately, but ensuring POCs / Pilots drive conversions and accelerate the buying process isn't easy! We'll cover exactly how you can set up effective POCs/Pilots and make sure you're closing more of these deals at a higher rate.
In this Ascender Teams Workshop, we'll cover:
- Identifying the business and technical pains that we're looking to resolve
- Developing the important metrics to anchor the outcomes to
- Ensure we're able to achieve the outcomes during the POC/Pilot
- Creating agreements on success criteria up-front: (truly measurable success criteria AND ensure the customer holds up their end of the bargain)
- How you can circle back on conversations around an in-flight POC/Pilot where you've identified a gap
- Technical problems only, without business outcomes attached
- Shorter timeline than expected
- Limited scope or lack of customer resources
Add this event to your calendar.