Effective Proof of Concepts with Keno Helmi

Keno Helmi is a five-time CRO with a wealth of
experience in the technology industry. He has held leadership
positions at companies such as PTC, HP, Digby, Duetto, Platform
9, and Pegasus. Currently, he serves as the CRO at Espressive.


Keno discusses the importance of proof of value (POV) in the
sales process. He explains that a POV is not just about
validating the technology, but also about validating the business
case. By setting clear success criteria and involving the
economic buyer (EB) in the process, sales reps can increase the
predictability of the outcome and improve their forecasting. Keno
emphasizes the need for a champion to take the rep to the EB and
highlights the importance of thorough qualification before
engaging in a POV. He also shares best practices for running a
successful POV, including defining objectives, setting clear
success metrics, and involving the sales rep throughout the
process. Keno concludes by discussing the importance of
debriefing with the champion and presenting a comprehensive
report or presentation to the EB after the POV.


HERE ARE SOME KEY SECTIONS TO CHECK OUT


[00:00:00] POC vs. POV: POC validates technology; POV validates
both tech and business value.
[00:05:19] Meeting the Economic Buyer is critical for authority
and budget.
[00:11:50] Don't do POCs too early; understand the customer's use
case.
[00:14:11] Champions expedite sales by taking you to the Economic
Buyer.
[00:18:17] POC should lead to a natural close, not put the
customer in the market.
[00:25:11] The go, no-go meeting with the Economic Buyer is
decisive.
[00:38:33] Share a comprehensive RFP or scoring template to guide
the evaluation.
[00:41:45] Leverage serendipitous visits from stakeholders to
build additional champions.
[00:43:29] Proactively bring in potential champions who may not
be aware of the POV.
[00:46:13] Actively engage during the POV, troubleshoot
discreetly, and showcase successes.
[00:48:16] Create a comprehensive report or presentation
(Champion's Deck) summarizing technical and financial results.


HIGHLIGHT QUOTES


[00:10:28] "You want to do a P.O.V. to increase the
predictability of the outcome, improve your forecasting, and
potentially grow the business value of the deal."
[00:13:25] "That person has earned the right to be called a
champion and not a prospective champion. You do not have the
right to call that person a champion until that person takes you
to the economic buyer."
[00:15:11] "You want to ensure that your test plan is going to be
the scoring mechanism by which all vendors are evaluated."


ADDITIONAL RESOURCES
Connect with Keno:
https://www.linkedin.com/in/keno-helmi-74779329/
More on Espressive: https://www.espressive.com/ 
Engineer Your Strongest SKO Yet: https://forc.mx/46BipZB