Episode 6: How to Keep the Deal from Falling Apart

In this episode Alex and Peter discuss how to structure effective proof of concepts to help get the deal done while keeping the prospect accountable to specific milestones. Topics include:

• The collaborative aspects of setting up a mutual proof of concept structure
• How to establish tangible success criteria for the evaluation period
• What milestones to track throughout the POC period
• How to determine which prospects need a formal POC structure 
• How to hold prospects accountable to meeting POC milestones

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