Hey all, starting a similar thread to the question about discovery - which appears to be a great one.
What about POCs? I know for some companies it's an important part of their sales cycle. For other companies, evals and POCs are what they fear most.
What is your experience? Does your organization depend on POCs to "land and expand"? Or do POCs just complicate and delay deals?
If you do depend on effective POCs to close large enterprise deals, what tools and/or processes do you use to facilitate, manage and deliver them?
Curious to hear what you have to say. Chris...