Feedback Form
Home Features Mastermind Videos About Advertise Blog Network Contact
   

Have A Suggestion?
Toronto Salsa Classes / Toronto Salsa Lessons Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
Have A Suggestion?

Featured Ebook


ebook Famous Entrepreneurs - Modern Empire Builders


Featured Ebook

More Evan Carmichael
Have A Suggestion?


Sales Lessons From Starbucks And Dell

12 Steps to a Successful Proof of Concept - Part 2



12 Steps to a Successful Proof of Concept - Part 2
   

In the first article of this series, I discussed the importance of the proof of concept in the sales process. The first three steps were all about defining a standard proof of concept offering. In this article, you will learn how to set yourself up to succeed with the customer. It sounds simple, but a lot of people overlook this task. These steps are all fairly straight forward and should be able to be accomplished over the phone.

Step 4: Identify Unique Customer Challenges

Before a proof of concept, you have probably given someone at the customer site a demonstration. But demonstrations are usually brief and customers do not always fully understand your technology yet. So, in this step, you want to work with your customer to identify any misconceptions they have about your solution and goals they need to accomplish that are outside of your standard proof of concept.

Step 5: Properly Set Expectations

Setting expectations is an important step with a proof of concept. Whether or not you had a successful proof of concept is often subject to the customer’s perception of whether or not you succeeded. Clearly outline for them your standard process and how you plan to address their unique customer challenges.

A lot of people feel like they can never say no to a customer. This sets a tone in the customer relationship making you completely reactionary. A lot of companies will view this as a sign of hunger and desperation. This
sentiment can even carry forward into your contract negotiations and seldom works in your favor.

To avoid this, I have always assumed the role of a teacher. I never start by asking what they want to see. I always start by first explaining to them what they need to see and how they can get the most out of their proof of concept. Then, I start the conversation by asking them if there are any elements I failed to address or concerns they need me to address. Usually, there are only a few small things to add.

Step 6: Understand the Customer’s Environment

In Step 2, you figured out what hardware, software and networking components you will require to successfully implement your proof of concept. So, you need to demonstrate to the customer how you are going to use or replicate these components in your proof of concept. Get all the details you can. Do not assume they are using standard components. You need as much background information you can obtain in order to ensure you know how to work with these components before you go onsite.

Most people forget that the customer’s environment is more than software and servers. It is also people. Proof of concepts are often done while working with business owners. But in order to access infrastructure components like Active Directory, DNS, DHCP, a firewall, or obtaining a server, the business owner needs to work with other teams in the company. You need to identify who you will need to work with and who needs to be present when you arrive onsite to install the proof of concept.

Step 7: Prepare for your Onsite Visit

Now you set a date. Besides buying plane tickets and making hotel reservations, to implement a successful proof of concept, you need to make sure you have some additional resources in your back pocket. For example, you want to make sure you have not one, but two copies of each piece of software you will require. Pack a 1Gb USB thumb drive just in case you need to transfer files from one machine to another. And finally, line up an expert troubleshooter at the home office who you can call in the event something does not go as planned.

Step 8: The Preparatory Phone Call

Before you get on a plane to visit your customer, you want to schedule a call with your customer. The goal is to simply determine if the customer has everything in place that they promised. Is the hardware you asked for ready? Are all the people you require to perform your installation going to be available? If everything is not in place, then you can judge if you can still get on the plane and make it work or if you need to reschedule.

A lot of times, a customer will promise a 3Ghz processor in a computer. But when you show up, you learned in got taken for another project. But they have machine with a 1.5Ghz processor that should do fine. In this case, your solution might work, but it probably is not going to give a stellar performance. If they are going to change the rules, then make sure you are properly resetting their expectations. They can either get the hardware previously agreed upon or performance is not going to be part of the success criteria for the proof of concept. I have still managed to have successful proofs of concepts installed on inferior equipment by resetting customer expectations. But, you must decide if you are comfortable proceeding with this option.

Assuming everything is in place, you are going to get on the plane. When you get there, you are going to want to make your solution shine in front of the customer and come back with a raving review. The next article in this series will focus on putting on a show in such a way that it will drive the customer closer to a sale.


12 Steps to a Successful Proof of Concept - Part 2 - To learn more about this author, visit Andy Piper's Website.

Like this article? Share it with your friends
[Get Copyright Permissions] E-Mail | Print | More  


Related Articles Related Articles
12 Steps to a Successful Proof of Concept - Part 1
  This three part series outlines twelve steps to installing a hardware or software proof of concept within your customer's IT environment.
12 Steps to a Successful Proof of Concept - Part 2
  This three part series outlines twelve steps to installing a hardware or software proof of concept within your customer's IT environment.
12 Steps to a Successful Proof of Concept - Part 3
  This three part series outlines twelve steps to installing a hardware or software proof of concept within your customer's IT environment.
Home Business Expert: Direct Sales Is An Economic & Recession Proof Business
  Recession - what recession? Our business is booming! Find out why...
The Law of Attraction: Where Does Faith Fit In?
  You do not have to be religious to believe in other Laws of the Universe do you? You can choose to ponder who set up these Laws of the Universe, but this is not necessary.

Related Forum Posts Related Forum Posts
Books for Women Entrepreneurs Books for Women Entrepreneurs
Re: Blog entries... how many is too much? Re: Blog entries... how many is too much?
Book: Fail-Proof Your Business: Beat the Odds and be Success Book: Fail-Proof Your Business: Beat the Odds and be Success
Delegating to Help A Home Business Run Smoother Delegating to Help A Home Business Run Smoother
Re: Blog entries... how many is too much? Re: Blog entries... how many is too much?
Free Business ebooks Free Business ebooks
Re: Food Marketing Entrepreneur Assistance Re: Food Marketing Entrepreneur Assistance
Re: Blog entries... how many is too much? Re: Blog entries... how many is too much?

Related Forum Posts Related Businesses - Evan Elite Authors
Accessible Business Consultants
Dave Turkin, President, of Accessible Business Consultants is a full service business consultant that has over 32 years of experience working with small-medium size businesses. Dave has designed and implemented numerous business and marketing plans, designed internal programs for accounting and operational procedures. He has analyzed businesses and prepared strategic plans setting budgets for growth, expansion and business restructuring. He currently sits on the Board of Directors of various corporations as an advisor. For many years he has been the Business Coach to many executives offering advice and guidance from old and established companies as well as new companies just getting started. Dave has the ability to analyze a business quickly and get a strong indication as to the necessary steps to improve operations, productivity and profitability. - Visit Accessible Business Consultants's Website

Jeff Foster
WebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. - Visit Jeff Foster's Website

Anne Barr
Anne 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

Kim Castle
With 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


The Evan Elite Authors program is currently in beta phase. For details please contact us.


 
About the Author


Andy Piper
(Visit Andy's Website)
Andy Piper is the author of Enterprise Readiness 101 and the founder of www. enterprise-readiness.com. For over ten years, he has worked with enterprise companies. He has developed applications and implemented solutions as a systems engineer. He spent several years at Microsoft as a sales engineer and is credited for helping redefine the Citrix/Microsoft relationship. Since 2004, Andy has been a product manager for different start up organizations such as Ardence and most recently Casenet.
Have A Suggestion?

View Author's Blog
Become An Author

View Author's Video
Become An Author

Free Downloads


Andy Piper's

Complete
List Of
Productivity
Articles

First Name
Last Name
Email
 
Author's Free Downloads
Competetive Advantage Article Icon Competetive Advantage Article
Eneterprise Readiness Icon Eneterprise Readiness
Relational Software Icon Relational Software

More Andy Piper
12 Steps to a Successful Proof of Concept Part 2
12 Steps to a Successful Proof of Concept Part 3
Building Longterm Viability into Your Prototype
Thrashing The Productivity and Company Killer
Enterprise Sales Friend or Foe
Enterprise Readiness Keeps Success within Your Sights
12 Steps to a Successful Proof of Concept Part 1
Five Keys to Effective Idea and Creativity Management
Become An Author