Presales Talks: Proofs/Trials/Evals best practice

Are POCs an essential part of the buying process?

Join our weekly presales talks each week on the Presales Collective Club on Clubhouse 

What do we do with trials?

• Standard? Should you always offer one?

• Main point - de-risking the customer's decision

• Don't always need to do this

• Demonstrates the value

• How risk averse is the customer

Reasons not to do one

• Can add to sales risk

• Could slow down the deal

Smaller deals

• Trial to buy

• Need to support them like customer success

• Keep them using/growing their use.

• Build product that supports users and trials

Customised demos

• "Bicycle factory"

• Avoid data that looks obviously fake.

• Lots of customers do want to see their own data

What things do you include in a trial?

• Processes

• Data

• End Users

• Architecture fit

POC before Tender - to shape the requirements.