Sales Engineer how-to
How to Run a Proof of Concept
POCs prove value before purchase.
Quick answer
POCs prove value before purchase. In short: agree; define; set, then complete the remaining steps below.
Step by step
Agree on success criteria.
Define scope and timeline.
Set up the environment.
Support the customer during testing.
Track results.
Present results against criteria.
Safety reminders for sales engineers
- Follow customer site safety rules
- Protect customer data in demos
- Travel safely
- Avoid overpromising capabilities
Key terms
Pre-sales · Proof of concept (POC) · RFP · Solution architecture · Technical discovery · Demo environment: see the full sales engineer glossary.