In today’s ever-evolving marketplace, businesses face the challenge of meeting the growing expectations of customers. From addressing complex technical barriers to delivering measurable ROI, companies must adapt their sales strategies to remain competitive.

Based on research from Gartner, customers increasingly demand the opportunity to trial products before making purchasing decisions, highlighting the importance of experiential marketing. To succeed in this environment, companies must prioritize providing immersive trial and demonstration experiences that effectively highlight the value of their solutions.

One strategy that has emerged as a game-changer in the highly competitive technology ecosystem is the Proof of Concept (PoC). Let’s explore the transformative potential of delivering PoCs and how it can help organizations drive competitive differentiation and better engagement with modern b2b buyers.

But First, what is a Proof of Concept and Why Do You Need It?

A Proof of Concept (PoC) illustrates the tangible advantages your product or service offers to resellers and customers.

In today’s complex Business-to-Business (B2B) buying process, customers are flooded with options and information. They need more than just a sales pitch; they need to see how a solution or product can help to solve their specific challenges. That’s where a PoC comes in—it’s your chance to show exactly how your product or service can make a difference for them, while building customer confidence, and simplifying the buying journey. So, in a setting where trust and credibility are paramount, more than a demonstration, a PoC serves as a strategic tool that can drive your sales journey forward.

A PoC can help your organization close more sales by:

• Aligning your solution with the customer’s pain points and goals.
• Building trust and credibility with the reseller and/or customer.
• Reducing perceived risk and uncertainty.
• Creating a sense of urgency and momentum.
• Providing clear and measurable success criteria.

PoCs by the Numbers: Seizing the Opportunity

As we delve into the insights and statistics below, you’ll uncover the remarkable impact that PoCs can have on sales success. From boosting win rates to shortening sales cycles, PoCs are the secret sauce that savvy businesses use to captivate customers and drive unparalleled growth.

• Increased Win Rates: Studies show that offering a product demo or PoC can boost win rates by 6% to 20%.
• Shorter Sales Cycles: Businesses that utilize PoCs experience sales cycles that are 20% faster compared to those who don’t.
• Enhanced Customer Understanding: 74% of buyers choose the vendor who first provides value and insight, making PoCs an essential tool for showcasing value.
• Improved Engagement: Prospects are 87% more likely to engage with sales professionals who offer product demos or PoCs.

However, conducting PoCs is not without its challenges. Navigating through the complexities of conducting PoCs is crucial for unlocking the potential to drive substantial sales growth.

What are the Challenges of Conducting a PoC?

Unlocking the potential of a PoC can lead to significant sales growth, but it’s not without its hurdles. Delving into a PoC requires more than just technology—it demands careful navigation through complexities. From budgetary constraints to technical intricacies, independent software vendors face a myriad of challenges when embarking on a PoC journey. In navigating a PoC, independent software vendors encounter common challenges, including:

• Setting up and maintaining the infrastructure and software required for the PoC labs environments.
• Ensuring compatibility and security of the PoC environment with the customer’s devices and systems.
• Providing technical support and troubleshooting during the PoC.
• Managing multiple PoCs simultaneously and efficiently.
• Measuring and communicating the PoC results and outcomes.

To empower our partners for success throughout their sales journey, we have recently introduced TD SYNNEX Cloud Labs, an innovative solution offering invaluable insights into product performance. This solution plays a pivotal role in validating purchasing decisions. 

Introducing TD SYNNEX Cloud Labs

TD SYNNEX Cloud Labs offers a revolutionary solution designed to address the challenges faced by ISVs in the modern sales landscape. By accelerating the go-to-market and sales cycle journey, TD SYNNEX Cloud Labs empowers ISVs to boost sales, enhance customer experiences, and scale their businesses. Through immersive product demonstrations, customized PoC environments, and hands-on training labs, ISVs can effectively showcase the value of their solutions and empower partners and customers to confidently embrace adoption.

Why Choose TD SYNNEX Cloud Labs

Whether you’re a small startup or a large ISV, TD SYNNEX Cloud Labs provides scalable solutions tailored to meet your evolving needs. With our dedicated experts boasting deep knowledge across multiple vendors, technologies, and verticals, TD SYNNEX Cloud Labs provides unparalleled support every step of the way. Flexible pricing and contract models, along with fully managed solutions, eliminate the need for costly infrastructure management, while continuous reporting and usage analytics ensure success at every stage.

By prioritizing immersive trial experiences and leveraging TD SYNNEX’s Cloud Labs comprehensive offerings, ISVs can drive sales success, enhance customer experiences, and achieve sustainable growth in today’s competitive landscape.