In the software market, companies often request a sales POC because they aren’t sure whether your concept will work for their purposes. Many of these businesses may not know what impact your idea will have on their workflow.
Your main goal for a proof of concept is to validate that the main features of your upcoming software function correctly and can help a potential client solve any problems they are experiencing.
What Does a POC Accomplish?
In addition to verifying the practicality of an idea, a POC demonstration is an essential component of marketing and development. Here’s why:
- POC demos can help convert first-time customers into returning clients.
- They are an excellent sales tool for showcasing that your solution is unique and has few alternatives on the market.
- POCs provide your business with feedback to help improve a viable concept.
- Conducting a proof of concept demonstration builds trust with your customers.
Distinguishing the POC from the Prototype
It’s easy to see why many make the mistake of comparing a “proof of concept” to a “prototype.” However, both serve different functions and come at different times during product development.
A software prototype is essentially the final build without the “polish.” It’s a usable model that lacks the aesthetics, efficiency, and fine-tuning of a deliverable product. As a result, it shows how the software will function and how it will integrate into other technologies.
A proof of concept demonstrates not what the final product looks like, but how the idea of the product applies to the real world. The POC stage often comes before the prototype stage because it’s necessary to validate an idea before developing it further.
Elements of an Effective Sales Demo
An expert POC designer knows that the client’s time is valuable, and lowering the barrier to entry encourages the client to engage with the POC. The ideal proof of concept demonstration is brief and straightforward.
Your company and the potential client should agree on the success criteria of the demonstration. It’s worthwhile to ask a few relevant questions like:
- What does the demo have to accomplish to be considered a success?
- What are your goals with the POC?
- How will you collect feedback and leverage it to improve the idea?
- What are the next steps should the demonstration be successful?
- How will you proceed if the POC doesn’t work?
You should always prepare to close the deal should you deliver a sales demo where you manage to validate your POC.
The Benefits of a Cloud POC
The cloud has made the development and delivery of proof of concept demonstrations convenient and quick, making it an essential sales POC tool.
Traditional POCs often require the host company to ship new hardware, install software, or provide technical support to clients during the demonstration.
But with an online POC, your company can test its solutions in a simulated and controlled environment that’s accessible from anywhere. There’s no need to plan out meetings when your remote sales POC is available from any web browser. Cloud-based POCs still allow companies to validate their ideas and collect feedback, but they also enable them to collect detailed analytics and provide additional support should a client encounter difficulties at any point during the POC.
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