Vendor is willing to use our data and requirements to create a PoC (Proof of Concept) for an area we're concerned about

Description

Proof of Concept (PoC) involves the vendor demonstrating the ability to meet specific functional requirements using the client's own data. Having a PoC allows the client to make informed decisions based on real-world scenarios, reducing risk and promoting successful implementation.

Example Use Case

Scenario: A mid-market B2B company is hesitant to invest in a new financial reporting solution due to concerns about its capability to handle their unique revenue reporting. They've been burned before after relying on only the product demonstration to make their decision.

Solution: The vendor agrees to develop a PoC using the company's data and processes. The result is a concrete representation of the software's functionality, specifically tailored to the buyer's unique requirements. Seeing the reporting interface display revenue reporting in their specific manner, along with new features they didn't expect, make the purchase decision easier and justifiable.

Considerations

When requesting a PoC from a vendor, be specific. Make sure it is something that will really move the needle vs a nice to have. Nothing is more frustrating for the vendor to invest resources into a PoC only to find that it was not critical to the buying decision. Also, make sure to provide clear acceptance criteria to the vendor regarding the PoC. In other words, make sure they know what you will consider a successful PoC, and what you plan to do once you see it successful.

If you are worried about the product and need to see a PoC, ask yourself why you feel this is necessary. Do you not trust the platform in general? Was the demo not tailored to your use case? Was the sales team opaque with their answers?

Lastly, if you feel the need to push for a PoC, have all the vendors you're looking at do the same exact PoC. It is not fair to have one do it, then give the others a pass because you assume they can do it by default. What if they can't? We always recommend treating all vendors equally in order to really understand what you are buying.

Questions to Ask a Vendor

PoC Process: How does your team approach creating a PoC? What information will you need from us, and what is the expected timeline?

Customization Scope: What is the scope of your typical PoC? Is it iterative, or do you stick to very simplified use cases?

Re-Use: Can any of what you build in the PoC be used if we ultimately decide to purchase your solution?