#403 - How to Run a Perfect Proof of Concept | Deren Rehr-Davis

ACTIONABLE TAKEAWAYS Leverage POC Momentum : Initiate vendor review at the POC’s peak excitement. Parallel process legal and finance steps to accelerate the deal. Involve Executives in POCs : Require VP-level involvement for POCs. Share examples of risks when executives are excluded to build alignment and trust. Confirm POC Entry Criteria : Secure problem agreement, power alignment, and price understanding before starting a POC to avoid misalignment. Set Realistic Exit Goals : Use achievable metrics, like output benchmarks, within the POC timeframe. Avoid long-term criteria that extend beyond the POC. DEREN'S PATH TO PRESIDENTS CLUB SVP of Sales @ JustCall VP WW Sales @ Ambassador Labs Global Head of Data Analytics Sales @ Google Head of Looker North American Sales @ Google RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal