Proof Of Concept
topic on 8 shows · 11 statements across 9 episodes
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the a16z Podcast 
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12 statements about Proof Of Concept, every show
McCall: AI proofs of concept risk turning into open-ended science projects
“What you have to stay away from, and I think one of the real dangers today is these things turn into like science projects. I'm going to deploy this. Well, can it do this? Can it do this? Can you show me this? Can you show me this? And of course things are adv…”
Broshi: Joining Enterprise POCs Mid-Flight Disadvantages Startups Despite Shorter Sales Cycles
“We got through the back door at the middle of a POC that has been already running, which is pretty good in terms of shortening the sales cycle, but it's usually very bad and puts you at a disadvantage because you don't really know where you're working on. You …”
Broshi: Founders Confuse True PMF With Rapidly Building Enterprise Customizations
“I think that's the part where a lot of people are kind of confusing between product market fit of a product you currently have. Or that you have a great team that can execute very fast and be agile, and you build something else that that might fit whatever the…”
Broshi: Enterprise POCs must be paid and involve the business owner
“POCs should be budgeted. You should take money for them. You should meet the business owner. You should understand the use case.”
Sharma: Enterprise POCs Fail When Tech Teams Run Them Without Business Units
“Plus any POC don't do in silo. I often see that the POCs are done by a tech team, and there is no business involved. Right? So that in an agile way, that validation, that course correction, calibration, helps a lot for your POC to be successful.”
Rizzoli: Build Internal AI Proofs of Concept Over Costly Consulting
“And rather than spending millions of dollars in consulting to be told what AI will bring to your business, I always recommend people to just build a proof of concept of something.”
Ramanujam: Charging for POCs qualifies serious buyers and eliminates tire kickers
“The reason you need to charge for a POC is you start isolating people who are just tire kickers was a serious bias. It becomes a lead qualification mechanism. If you didn't have that, You're going to attract all of these curious buyers who are just curious abo…”
Sierra Credits Paid Proof-of-Concept Fees Toward Long-Term Enterprise Contracts
“The investment that you make in the proof of concept becomes a credit towards your long-term contract.”
Sierra Has Converted 100% of Its Paid Proof-of-Concept Clients
“I will knock on wood right now. We're batting a thousand on our proof of concepts.”
El-Baba: Enterprise AI Deals Close in a Month but Face 12-Month POCs
“We're no longer going through 12 months, 18 months enterprise sales cycle. Sales cycle was a month. You're in the door. But we're gonna evaluate you for 12 months in a POC or POB.”
Every initial proof-of-concept deal converted into an ongoing Habu customer
“All those deals, we did sort of six month deals with to do sort of POCs or first value engagements. Every single one of them has continued on as a customer.”