POC Management Framework

On first 5-6 opportunities requiring POC, establish POC framework: define success criteria, timeline (typically 1-2 weeks), resources needed, stakeholder responsibilities.

Create POC kickoff doc: document what will be tested, success metrics, timeline, who's involved from both sides, what happens after POC (decision process).

Set up POC environment: provision trial account or sandbox with necessary integrations, data, and configurations; ensure prospect can access immediately.

Schedule POC kickoff call: review success criteria, demonstrate setup, walk through test scenarios, answer initial questions, establish check-in cadence.

Implement POC check-ins: schedule mid-point and final review calls to track progress, address blockers, gather feedback, ensure timeline is on track.

Track PostHog events: poc_initiated, poc_kickoff_completed, poc_milestone_achieved, poc_blocker_identified, poc_success_validated.

Document POC results: create summary showing which success criteria were met, metrics achieved, stakeholder feedback, next steps.

Set pass threshold: Complete structured POCs on ≥5 opportunities in 2 weeks with ≥60% meeting success criteria and progressing to proposal.

Measure POC effectiveness: track POC-to-close conversion rate, time from POC completion to decision, impact on deal size.

Document which POC structures and success criteria work best; proceed to Baseline if threshold met.