Run POCs and POVs that Win Deals
The Proof of Concept (POC) or Proof of Value (POV) is the most critical step in the sales cycle for many B2B technology companies.
When done right, your POCs/POVs win deals.
When not, they suffer from scope creep, waste time and effort, extend sales cycle durations, reduce customer goodwill, and increase deal risk.
Homerun’s POC/POV Management capabilities help you finish your POCs/POVs on time, in scope, and with demonstrated success.
POC vs. POV
While the presales activities for running POCs and POVs are essentially the same, the objectives of a POC vs. a POV are quite different. Whichever version you run, your objective is to run it well, keep it in scope, keep it on track, finish on time, and get the technical win.
Prove that your solution satisfies a prospect’s requirements based on test cases and success criteria.
Proof of Concept (POC)
Prove that your solution delivers the value a prospect needs based on use cases and success criteria.
Proof of Value (POV)
Design POC/POV Evaluation Plans that Get Technical Wins
Homerun’s Evaluation Plan Templates bring structure to your POCs/POVs.
Codify your standard steps, tasks, test/uses cases, and success criteria. Create Templates for setting up new POCs/POVs, closing them down, and everything in between.
Know that your team is being consistent on every POC/POV and following a repeatable process based on your best practices.
Well-designed Evaluation Plans avoid costly scope creep and keep POCs/POVs on time and track.
Well-run POCs/POVs win deals.
Interact with your Buyers and Jointly Track POC/POV Progress
Share POC/POV Evaluation Plans with buying teams via Homerun’s interactive Customer Portal.
Jointly track progress of each step, task, and test/use case by marking them In Progress, Completed, or Blocked.
Document the details of your progress with back-and-forth comments between you and your prospects.
Know if your buyer is making progress or if your POC/POV is stalling out.
Share POC/POV summary reports of what was done, what was tested/proved, and the results.
Boost overall engagement and level-up the customer experience of your POCs/POVs.
Get Real-Time Visibility into the Status every POC/POV
View real-time dashboards that monitor the status, progress, and health of every POC/POV.
Get automated alerts to warning signs about POC/POV health so you can intervene and course-correct before it is too late.
Understand your time and effort investment on any given POC/POV and overall across POCs/POVs via automated Activity Tracking.
Discover how to boost POC/POV performance by analyzing your POC/POV activities and data.
Share POC/POV status information with sales leadership and become a valuable contributor to your sales forecasting process.
Efficiently Manage POCs/POVs in a Centralized Workspace
Centralize all information, data, activities for each POC/POV in its own dedicated workspace.
Get instant access to every detail about every POC/POV whenever you need it.
Keep SEs/SCs/SAs organized, on track, and on task on every POC/POV with Evaluation Plans, action items, and due dates.
Collaborate across the team by assigning POC/POV activities to teammates with automated due date reminders.
Get automated alerts so SEs/SCs/SAs know what demands their attention at any given time across their POC/POVs.
Share your POC/POV data with other teams:
Keep your sales team informed on POC/POV progress.
Notify your product team about product gaps learned during a POC/POV that could lose the deal.
Bring your post-sales team up to speed on everything that was done during the POC/POV.
Presales Teams Love Homerun
ReliaQuest, Samsara, Starburst, AppViewX, JupiterOne, and others and others use Homerun to:
Revenue: 15% increase in deal win rates
Velocity: 16% decrease in sales cycle durations
Efficiency: 4-6 hours saved per sales engineer per week
Ramp Time: 4 weeks saved onboarding new team members
“We can directly measure our team's overall health and effectiveness from the PoC stage to Tech Win.”
Brian Skrocki
Director, Pre-Sales Engineering
JupiterOne
Mike Turner
VP WW Field Technical Services
AppViewX
“My team uses Homerun to deliver a better experience during the technical evaluation for our partners, customers, and executives. We now have full visibility.”
“Homerun gives every user the quick visibility they need to see the details of a POC.”
Matt Sywulak
Director, Sales Engineering
INKY Technology
Ready to level-up?
The 6 Strategies of the Most Effective Cybersecurity Presales Teams
Today’s cybersecurity market is extremely competitive.
To stand out against your competition, you not only need a product that cuts through the noise, but also a standout presales process that engages buyers, builds confidence, and secures the technical win.
Every business is scrambling to invest in cybersecurity solutions given the increasing prevalence of cyber threats, ranging from ransomware to data breaches.
With such a rapidly growing market cybersecurity companies, from established players to new startups, are all vying for market share.
Here are the six battle tested strategies used by the most effective cybersecurity presales teams to win deals and dominate in the cybersecurity domain.
