Are Proof of Concept (POC) prototypes a key component of your sales process? You’ve probably found that your POC is like a ‘black box’ – you never really know what’s going on after inviting your prospect to try your product.
We have written in the past about the ever changing IT landscape and the importance of a cloud-based proof of concept versus traditional POCs. Running a POC in the cloud enables vendors to react on-the-fly to adjusting requirements and allows customers to use and abuse the environment with no effect on real data. It also offers both vendors and prospects the ability to measure the usage of the POC environments and make clear decisions based on the metrics.
Spinning up production-level environments quickly, access to the software and hardware you need, and integrating customer’s data are critical to B2B technology sales. Your prospects want to experience a complete product, and virtual IT labs are the perfect mode for those technical POCs.
In this post, we will lay out the keys and steps to running a successful proof of concept using CloudShare’s innovative virtual IT lab platform. Learn how a cloud proof of concept enables full control for organizations by giving them transparency into the usage of the environments as well as impacting the business by shortening the sales funnel through real-time data and feedback.
Seeing inside the black box – finally
We recently released our new Sales Enablement module, opening the POC black box and enabling you to closely track and understand your POC engagement levels so you can easily view critical points in your POC process:
- Know exactly when to follow-up with a prospect
- Know when there is little (or no) engagement
- Know how much time a prospect commits to the POC
- Know how long a prospect interacted with the VMs used by your product
- Know when the POC was completed
This power, knowing what’s happening behind the curtain, puts you in control of your POC. Once a POC has been sent using CloudShare, you can see in real time who the heaviest user of the POC is, and you can pick up the phone to reach out to them instantly, with the knowledge that they will have feedback for you and may be the champion inside the organization to help you complete the sale.
3 simple steps to a proof of concept
Once you have built the environments to show off your proof of concept, use CloudShare’s snapshot feature to create the image your prospects will be using to test out the POC. From there, it’s just three easy steps:
Step 1. Create the Cloud POC
CloudShare has a specialized proof of concept creation wizard that allows you to invite prospects to try out your software while ensuring tight resource controls.
Choose blueprint of environment to share
Send to recipients (use a CSV file for multiple recipients)
Enable specific policies for POC access
Step 2. Manage all POC users from a single view
Use the simple POC view to track every prospect, which provides filters by Status, Opportunity and more.
Group view of POC users
Step 3. Track and measure the overall project and specific users
View the behavior of any user in depth. See how much time they invested per machine, day-by-day and know exactly when to follow-up.
Drill down to see user usage
CloudShare dashboards provide Opportunity progress levels, metrics on engagement (including VM statistics), details on Blueprints and Environments used, historical behavior and more — all with extensive filtering and drill-down options. These advanced, intuitive Sales Enablement dashboards continuously track and analyze every prospect’s level of engagement.
Detailed metrics on POC environment usage
Create Cloud POCs directly from Salesforce
To make this process even smoother for your sales engineers, CloudShare has built-in Salesforce integration enabling them to create and send POC invitations directly from within Salesforce and then track end-to-end progress and user engagement within CloudShare.
Overcome the black box of POC tracking in your sales funnel and make your POC a soaring success with CloudShare’s sales enablement platform.