Proof of Concept (POC)(POC)

A Proof of Concept is the moment when you stop talking and start proving. You give the customer limited access to your product, do a test in their environment, or build a prototype. Goal: demonstrate that what you claim is true. A good POC has 3 elements: clear success criteria (what needs to be achieved?), a deadline (when do we evaluate?), and an agreement on what happens next (if successful → contract, if unsuccessful → thank you and goodbye). The challenge: customers want to test endlessly without committing. Sales wants a contract yesterday. A POC without clear criteria becomes a free pilot that drags on for months. Make it concrete. Don't say "improve efficiency", but "reduce order picking time by 30%". Don't say "test for a few weeks", but "4 weeks, evaluation on March 15". And crucial: get management buy-in before starting. If the VP says "if this works, we buy", you have a commitment. The biggest mistake: agreeing to a POC too quickly. Sometimes it's a delaying tactic ("let's test first" = "I'm not convinced yet"). Other times the customer already knows it works but wants to negotiate. Ask: "What needs to happen for you to make a decision?" If they dodge, no POC. POCs also cost you time and resources. Calculate this. A 2-week technical POC can cost €5-10k in capacity. Only do it when deal value justifies it and success probability is high.