Are you a sales engineering leader or sales engineer doing your research to figure out which Proof of Concept (POC) or Proof of Value (POV) tool is the best fit for your organization?
Let me help you in figuring this out.
Here is the checklist that can make your search smoother:
1. Is the Proof of Concept tool capable of collaborating with internal teams and defining the scope of the project?
We need to clearly define and lock the scope within the internal teams before going to the customer. Well defined scope within the team ensures that POC finishes on time for the customer. A well defined scope and locked date ensures that all the internal teams have a clear idea of what needs to be done and a realistic timeline for completion. It saves lots of time and resources by giving your customers a clear idea of what you need to do. Without a realistic time frame, your customers may feel rushed to get things done too quickly.
So ensure that the POC tool you choose can help you for internal teams collaboration like product development team, sales team and customer success team
2. Is it possible to collaborate with the customers and provide the best Proof of Concept experience?
Collaboration is critical in POCs especially when it comes with customers. Successfully bringing a customer’s POC to life requires a cohesive effort between you and the customer. This partnership takes into consideration your customers needs, goals, and vision for the project. Furthermore, it allows you and your customer to work together on every aspect of the POC, from scope to tasks and documents.
A successful POC requires collaboration between your company, your customers, and other stakeholders.
So make it clear that you can collaborate with your customers in the most sophisticated manner possible.
3. Does the tool provide continuous visibility into POCs with insights and analytics?
Visibility and tracking are vital for managing POCs. The software should provide a platform for open and collaborative insights and analytics.
Making sure that your company’s POCs are visible and trackable is one of the most critical functions for sales forecasting. The POC software should provide an open, collaborative platform that gives you enough insight to make informed decisions.
Please be aware about what analytics and insights you are going to receive from your POC or POV solution provider.
4. Can you track and report on all the issues and feature requests reported during Proof of Concepts in a single place?
You should be able to track all your POC issues in one place and automatically sync them to a bug tracker such as JIRA. You should no longer need to log into multiple competing tools to collect and track your issues. Your information should be available in one place.
Giving the customer an option to point out the issues they are facing and a way for the team(service provider) to synch up and resolve those issues is the basic necessity of any POC service provider.
Your search for POC tool will end with Success :
If you are the one who is responsible for managing POCs, Success can help you keep track of when and where your POCs are being used. With Success, you can manage your POCs from requirements to delivery, giving you real-time insight into when and where your POCs are being used. We’re dedicated to helping companies find and reverse-engineer insights derived from their digital customer information and channel data.
Sales engineers (SEs) bridge the gap between sales and product development by having valuable product-related conversations with their customers. This helps them show the real value of the product and convince potential prospects to buy their product. A sales engineer expertise in assisting the sales process of a technologically advanced product by combining technical knowledge..
This is our second blog on the 10 essential skills of a sales engineer. The first blog talked about the significance of a sales engineer and how they act as a bridge between sales and product development with 5 essential skills. Let us explore the remaining 5 skills that a sales engineer shall possess. 6...