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SaaS - How to structure and measure a POC or Pilot

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Pilots and POCs are still amazing sales tools. If done right, these will allow you to prove yourself and deliver value to the right people in a short period of time.

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SaaS - How to structure and measure a POC or Pilot

  1. 1. SAAS HOW TO STRUCTURE AND MEASURE A POC OR PILOT Thierry Sequeira CEO | actionable.me thierry@actionable.me
  2. 2. actionable.me WHAT IS THE DIFFERENCE? A proof of concept (POC) or a proof of principle is a realization of a certain method or idea to demonstrate its feasibility, whose purpose is to verify that some concept or theory has the potential of being used. A proof of concept is usually small and may or may not be complete. ⇒ Test feasibility A pilot project refers to an initial roll-out of a system into production, targeting a limited scope of the intended final solution. The scope may be limited. The purpose of a pilot project is to test, often in a production environment. ⇒ Test feasibility + value (in production) Ref: here
  3. 3. actionable.me THE CHALLENGE The sales, pre-sales, consulting and services team will need to deliver a project that has a loose scope, small budget and tight timeline to a team that is not yet convinced of the value of the product and services you are delivering.
  4. 4. actionable.me HOW TO MAKE THIS A SUCCESS? Pilots and POCs are still amazing sales tools. If done right, these will allow you to prove yourself and deliver value to the right people in a short period of time. The key is to: 1. Plan your approach to success 2. Communicate constantly with your team and prospect 3. Set expectations and success criteria 4. Map next steps 5. Measure everything 6. Communicate some more
  5. 5. actionable.me WHY ARE SURVEYS KEY? Surveys will help you: 1. Keep the entire team engaged 2. Identify issues early on 3. Document progress and success!! Pro tip: 1. Make your surveys relevant and super easy to respond to 2. Get team leads (on the prospect side) to ensure their team expect and reply to surveys
  6. 6. BEFORE KNOW ● Project background ● Who is participating ● Who needs to be informed of the progress and results ● Ideal project outcomes DO ● Communicate the agenda and timelines ● Get the right audience ● Communicate what happens after the pilot ● Agree on communication and feedback methods Understand your audience and capture interests over time Powered by actionable.me QUICK SURVEY
  7. 7. DURING ● Confirm success criteria ● Map out next steps ● Initiate a commercial discussion ● Track everything ● Communicate progress and wins to everyone involved Gauge engagement and excitement multiple times during the POC (once a week if possible) Powered by actionable.me QUICK SURVEY
  8. 8. AFTER ● Recap successes and results ● See what has worked well and could be improved ● Communicate scope and timelines for a project ● Set next steps: commercials, rollout and procurement Finally, don’t forget to ask for referrals if the pilot went well! Find out how you have done and what you could do better Powered by actionable.me QUICK SURVEY
  9. 9. ONE-CLICK DOWNLOAD Super simple one-click surveys for all your meetings.
  10. 10. THANK YOU actionable.me thierry@actionable.me

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