Latest Blog Posts

Mastering Technical Stakeholder Engagement: 5 Essential Types to Know

The five key types of technical stakeholders typically include the Gatekeeper, the Influencer, the Decision Maker, the End User, and the Technical Expert. Effective engagement with these roles is critical for navigating presales dynamics successfully.
Quickly Structure PoVs to Demonstrate Value in Under 3 Days

To effectively structure a PoV that proves value within 3 days, prioritize understanding key stakeholder concerns, align your PoV with overarching business goals, and present data that speaks directly to these objectives.
Why maintaining PoV tests is important

Learn why keeping Proof of Value (PoV) test plans up-to-date is essential for software and hardware vendors, and discover strategies to overcome common challenges.
Avoiding Technical Demo Blunders: Proven Strategies for Success

Typical pitfalls in technical demos include insufficient preparation, failing to customize the demo for the audience, overwhelming them with technical minutiae, and inadequate response to queries. Sidestep these by meticulously preparing, knowing your audience, simplifying your explanations, and rehearsing for Q&A scenarios.
Enhancing Discovery Sessions: A Tactical Guide for Sales Engineers

Sales engineers can elevate discovery sessions by meticulous preparation, establishing precise objectives, practicing active listening, and crafting questions that precisely uncover client needs.
PoC vs PoV: Choosing the Right Strategy for Your Business Case

In the business landscape, Proof of Concept (PoC) and Point of View (PoV) serve distinct purposes: PoC assesses the practical feasibility of an idea, whereas PoV evaluates different perspectives on its business applicability.
Maximizing B2B Sales: Harnessing the Power of Proof of Value

In B2B sales, Proof of Value (PoV) is your best tool for demonstrating how your product or service will deliver concrete benefits and ROI to a potential customer. It focuses on specific, measurable outcomes that directly impact the customer's business.
Master Stakeholder Mapping for Direct PoV Project Success

Effective stakeholder mapping is key to nailing your PoV project by pinpointing and actively engaging with essential stakeholders.