12 Steps to a Successful Proof of Concept - Part 1
12 Steps to a Successful Proof of Concept - Part 1
Over the years, I have demonstrated consistent success with proof of concepts with a variety of technologies. Additionally, I have trained sales engineers who struggle and turned them into consistent performers. The key to this success is incorporating these twelve steps into every proof of concept.
I have broken down these twelve steps into three articles. The first article shows you how to establish a framework for consistently implementing proof of concepts for your customer. The second article will discuss how to properly set the stage for your proof of concept. And the third article discusses how to put on a show that gives you the best chances for advancing the sales process.
Step 1: Understand the Goals
There are two ways to look at the goals associated with any proof of concept. Your goals are to educate the customer and eliminate any objections associated with your solution that might block a sale. The customer needs to determine two things. First, your product has to prove that it can deliver the savings that your sales team promised. Then, you have to demonstrate that your product works in a manner that meets their operational guidelines.
Step 2: Limit the Scope
Step 2 compares our goals with our solution. What we want to do is define a bare bones installation of our solution that allows you to meet everybody’s goals. You want to know exactly the type of hardware and software you will require. Additionally, you need to understand what other components you need in order to have a successful installation.
Step 3: Develop a Standard Routine
When you get in front of your customer, you will only have a few hours to impart as much information as you can to your customer. You need to develop a demonstration and training routine that will quickly educate them and answer the most common questions. This routine needs to be more than just a training course. This is your opportunity to tell your customers how you want them to use your solution and drop a lot of hints about the functionality you want them to see.
When the time comes to deliver this presentation, you do not want to sound like you are reading from cue cards. You need to come across very natural. It should sound relaxed, like you are having a casual conversation. This will help get your customers to talk with you when you are onsite.
All of these steps take place before you ever make contact with a customer. So, you can take your time to get it right. The next article of this series will discuss how to take these steps and prepare for going onsite to perform a proof of concept for a customer.
12 Steps to a Successful Proof of Concept Part 1 - To learn more about this author, visit Andy Piper's Website.
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There are two parts to every business. You already have a lot of blood, sweat and tears poured into developing a new technology. Now, you have to sell it. But selling new technology is often easier than it sounds. You need a way to change how customers think about technology and convince them to embrace your new product. Installing a proof of concept at a customer site is a tool commonly used to remove obstacles to the sales process and help the customer gain the confidence he needs to buy the product.
Over the years, I have demonstrated consistent success with proof of concepts with a variety of technologies. Additionally, I have trained sales engineers who struggle and turned them into consistent performers. The key to this success is incorporating these twelve steps into every proof of concept.
I have broken down these twelve steps into three articles. The first article shows you how to establish a framework for consistently implementing proof of concepts for your customer. The second article will discuss how to properly set the stage for your proof of concept. And the third article discusses how to put on a show that gives you the best chances for advancing the sales process.
Step 1: Understand the Goals
There are two ways to look at the goals associated with any proof of concept. Your goals are to educate the customer and eliminate any objections associated with your solution that might block a sale. The customer needs to determine two things. First, your product has to prove that it can deliver the savings that your sales team promised. Then, you have to demonstrate that your product works in a manner that meets their operational guidelines.
Step 2: Limit the Scope
Step 2 compares our goals with our solution. What we want to do is define a bare bones installation of our solution that allows you to meet everybody’s goals. You want to know exactly the type of hardware and software you will require. Additionally, you need to understand what other components you need in order to have a successful installation.
Step 3: Develop a Standard Routine
When you get in front of your customer, you will only have a few hours to impart as much information as you can to your customer. You need to develop a demonstration and training routine that will quickly educate them and answer the most common questions. This routine needs to be more than just a training course. This is your opportunity to tell your customers how you want them to use your solution and drop a lot of hints about the functionality you want them to see.
When the time comes to deliver this presentation, you do not want to sound like you are reading from cue cards. You need to come across very natural. It should sound relaxed, like you are having a casual conversation. This will help get your customers to talk with you when you are onsite.
All of these steps take place before you ever make contact with a customer. So, you can take your time to get it right. The next article of this series will discuss how to take these steps and prepare for going onsite to perform a proof of concept for a customer.
12 Steps to a Successful Proof of Concept Part 1 - To learn more about this author, visit Andy Piper's Website.
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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