Navigating the Proof of Concept: Your Flight Guide to Navigating Successful Proof of Concepts

PreSalesLife Press is proud to publish Navigating the Proof of Concept by Tony Stark. Tony’s 20 years as a presales professional with leading software organizations enables Tony to speak with clarity and authority on the best practices in conducting world-class proof of concepts. This book brings together Tony’s common sense thinking, practical approaches and best practices to ensure a successful Proof of Concept.

Navigating the Proof of Concept uses the analogy of taking a commercial flight to explain the five stages of conducting a world-class Proof of Concept. Any commercial flight requires careful preparation, attention to passengers and navigation while in-flight and a safe and on-time arrival. Tony proposes that the sales team is the flight crew (pilots and staff) - all working together to provide a world-class flight experience while getting you safely to your destination.

Understanding the five stages enables your team to simplify the approach and deliver on a world-class experience. The five stage framework is used to understand each of the essential stages of a POC and the steps, templates and best practices to begin and land a successful POC.