Quote from my Sales VP: If you want to slow your sales cycle down to a screeching halt then start having customers pay for POC’s. You might get 20k for a poc, which extends your sales cycle by at least 2 months. Not worth it in my opinion twitter.com/bradfordcross/…
bradford cross@bradfordcross
enterprise startups; do not do free POCs. free POCs are telling you that i) the market doesn't care, ii) the solution is commoditized, iii) people are playing and trying to learn but there's no real use case or contract revenue behind it. you don't have time -- it's pay to play.
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