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How do you collaborate and coordinate with your internal and external partners during a POC?

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Proof of concept (POC) is a crucial stage in solution selling, where you demonstrate how your product or service can solve a specific problem for your prospect. However, a successful POC requires more than just showing off your features and benefits. You also need to collaborate and coordinate with your internal and external partners, such as technical experts, account managers, and third-party vendors, to ensure a smooth and effective POC process. In this article, we will share a proof of concept evaluation checklist that can help you plan, execute, and evaluate your POC with your partners.

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Ritika J.
Mandar R S

AI Automation | IIM Shillong | AWS SAA | ITILV4 | Scrum Master | ARPAP- AA | GAIQ | RPA Architect- 5xUIpath &…

1 Define the POC scope and objectives

Before you start your POC, you need to have a clear and agreed-upon scope and objectives with your prospect and your partners. This means defining what problem you are trying to solve, what success criteria you will use to measure the POC outcome, what timeline and budget you will follow, and what roles and responsibilities each partner will have. Having a well-defined POC scope and objectives will help you avoid scope creep, align expectations, and focus on the most relevant and impactful aspects of your solution.

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Ritika J.
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Define the POC scope and objectives. Prepare the POC environment and resources. Conduct the POC demonstration and testing. Evaluate the POC results and feedback. Follow up and close the POC.

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Mandar R S

AI Automation | IIM Shillong | AWS SAA | ITILV4 | Scrum Master | ARPAP- AA | GAIQ | RPA Architect- 5xUIpath & 5xAutomation Anywhere | PG- Data Science and BI
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Defining the scope and objectives of a POC is critical. In my experience, clear communication with both internal teams and the client is essential. For one POC, we held a kickoff meeting with stakeholders to ensure everyone was aligned on goals and success criteria. This collaborative approach ensured that all parties had a shared understanding of what we aimed to achieve, which set a solid foundation for the project.

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2 Prepare the POC environment and resources

Once you have the POC scope and objectives, you need to prepare the POC environment and resources with your partners. This means setting up the technical infrastructure, such as hardware, software, data, and security, that will support your POC. You also need to allocate the human resources, such as technical support, account management, and customer service, that will assist your POC. Preparing the POC environment and resources will help you ensure the POC runs smoothly, efficiently, and securely.

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Mandar R S

AI Automation | IIM Shillong | AWS SAA | ITILV4 | Scrum Master | ARPAP- AA | GAIQ | RPA Architect- 5xUIpath & 5xAutomation Anywhere | PG- Data Science and BI
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Preparing the POC environment requires meticulous planning and resource allocation. I worked closely with our technical team to set up the necessary infrastructure and tools. For instance, during a POC with a large enterprise client, we ensured that all software and hardware were properly configured ahead of time. We also arranged training sessions to familiarize the client's team with our systems, which minimized disruptions and ensured a smooth start.

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3 Conduct the POC demonstration and testing

The next step is to conduct the POC demonstration and testing with your prospect and your partners. This means showing how your solution works in the POC environment, how it meets the success criteria, and how it solves the problem. You also need to test the solution for any issues, bugs, or gaps, and collect feedback from your prospect and your partners. Conducting the POC demonstration and testing will help you validate the value proposition, address any concerns or objections, and build trust and confidence with your prospect.

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Mandar R S

AI Automation | IIM Shillong | AWS SAA | ITILV4 | Scrum Master | ARPAP- AA | GAIQ | RPA Architect- 5xUIpath & 5xAutomation Anywhere | PG- Data Science and BI
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During the demonstration and testing phase, real-time collaboration is key. I remember coordinating with our engineering team to provide on-the-spot technical support while the client tested our solution. This hands-on approach not only showcased our product's capabilities but also allowed us to address any issues immediately. Our active presence and responsiveness helped build the client’s confidence in our solution.

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4 Evaluate the POC results and feedback

After you finish the POC demonstration and testing, you need to evaluate the POC results and feedback with your prospect and your partners. This means analyzing the data and metrics that show how your solution performed, how it met the success criteria, and how it solved the problem. You also need to review the feedback and comments that you received from your prospect and your partners, and identify any areas for improvement, enhancement, or customization. Evaluating the POC results and feedback will help you measure the POC outcome, demonstrate the return on investment, and create a compelling business case for your solution.

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Mandar R S

AI Automation | IIM Shillong | AWS SAA | ITILV4 | Scrum Master | ARPAP- AA | GAIQ | RPA Architect- 5xUIpath & 5xAutomation Anywhere | PG- Data Science and BI
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After the POC, evaluating results and gathering feedback is crucial. I facilitated a debrief session with the client and our internal team to discuss the outcomes. We reviewed performance metrics, addressed any concerns, and gathered constructive feedback. For example, after a POC with a financial institution, their input helped us refine our product features, which ultimately led to a successful implementation.

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5 Follow up and close the POC

The final step is to follow up and close the POC with your prospect and your partners. This means sending a thank-you note, a summary report, and a proposal that outlines the next steps and actions for moving forward with your solution. You also need to maintain regular communication, address any questions or issues, and negotiate the terms and conditions of the deal. Following up and closing the POC will help you reinforce the value proposition, overcome any barriers or objections, and secure the commitment and agreement from your prospect.

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Mandar R S

AI Automation | IIM Shillong | AWS SAA | ITILV4 | Scrum Master | ARPAP- AA | GAIQ | RPA Architect- 5xUIpath & 5xAutomation Anywhere | PG- Data Science and BI
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I made it a point to send a comprehensive report to the client, highlighting the POC results, benefits observed, and any areas for improvement. In one instance, a prompt and detailed follow-up helped us secure a contract as the client appreciated our thoroughness and commitment to their success. Continuous communication and a clear action plan are essential to transition from a POC to a full-scale deployment.

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How do you collaborate and coordinate with your internal and external partners during a POC?

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1 Define the POC scope and objectives

2 Prepare the POC environment and resources

3 Conduct the POC demonstration and testing

4 Evaluate the POC results and feedback

5 Follow up and close the POC

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