In technical sales, validation methods like Proof of Concept (POC) and Proof of Value (POV) play a crucial role in helping buyers make informed decisions.
Some solutions demand more than a simple demonstration, they require hands-on experience that proves value in a real-world scenario. Think about it - when buying a car, you don’t want to just watch someone else operating the vehicle. You probably want to test drive it yourself to assess the fit and feel. The same goes for software
But many sales teams struggle to implement these approaches effectively. Let's break down how to use these validation tools strategically to close more deals.
A Proof of Concept (POC) focuses on technical feasibility - can the solution work in the customer's environment? A Proof of Value (POV) demonstrates business value and ROI. However, the terms are used interchangeably sometimes.
Whether you call it a Proof of Concept (POC), Proof of Value (POV), Pilot, or Trial, the core purpose remains the same: giving buyers firsthand experience of your product's value. Adapt the terminology to what works for your organization and customers.
In today's world, prospects have access to overwhelming amounts of product information without you in the room. Many customers expect hands-on experiences to truly understand your product in their actual processes before getting purchase approval.
However, not all products are suited for hands-on evaluations; some require significant implementation effort that isn't feasible in a trial format.
Successful validation requires careful planning and execution. Start by:
Work with your buyer and internal experts to set realistic expectations upfront. Establish KPIs that showcase your solution's value during the pilot. And focus on providing a smooth buyer experience– even if the technology is great, a poor evaluation experience can kill a deal.
Sales engineers typically spend almost 10% of their time managing evaluations, according to industry research. Coordinating POCs and POVs is time and effort intensive, so strategic planning is essential to making these efforts worthwhile.
The best SEs quarterback the evaluation process, coordinating product managers, technical support teams, and other resources needed for success. But you can't control everything, so managing risks upfront is key.
For Sales Engineering leaders managing high demand for evaluations with a limited supply of SE time, it's critical to establish a resource allocation strategy based on data.
Track these key metrics to optimize your approach:
One useful exercise is to compare deals with evaluations to those without. Analyze the effort-to-outcome ratio, assess how resources are utilized, and understand the broader impact across your sales team.
Managing risk upfront is key to prevent overloading sales engineering resources and keep a POC or POV focused and productive. Watch out for these frequent challenges:
Follow these guidelines for better outcomes:
Tracking the right metrics helps optimize your validation strategy. Focus on:
Modern platforms help streamline validation processes. Key capabilities should include:
VivunAI helps streamline sales processes and keep your sales engineering teams focused on the efforts that boost win rates for your business and success for your customers.
The future of validation methods continues to evolve. AI and automation are creating new possibilities for scaling validation efforts while maintaining quality. But the core principles remain: prove technical fit, demonstrate value, and help buyers make confident decisions.
By understanding when and how to use POC vs. POV effectively, sales teams can accelerate deals while ensuring customer success. The key is matching the right validation method to each situation while managing resources efficiently.
A POC validates technical feasibility and functionality in your environment. A POV demonstrates business value and ROI potential. POCs answer "Can it work?" while POVs answer "Is it worth it?" However, the terms can be used interchangeably.
These validation methods help buyers gain confidence through hands-on experience. They reduce risk and provide concrete evidence of value before major purchasing decisions.
Use a POC when technical feasibility is the main concern. Choose a POV when business value needs to be proven. Some situations may require both approaches sequentially.
Success requires clear criteria, proper scoping, strong stakeholder alignment, and adequate resource planning. Document requirements, set timelines, and maintain regular communication throughout the process.
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