ACTIONABLE TAKEAWAYSLeverage POC Momentum: Initiate vendor review at the POC’s peak excitement. Parallel process legal and finance steps to accelerate the deal.Involve Executives in POCs: Require VP-level involvement for POCs. Share examples of risks when executives are excluded to build alignment and trust.Confirm POC Entry Criteria: Secure problem agreement, power alignment, and price understanding before starting a POC to avoid misalignment.Set Realistic Exit Goals: Use achievable metrics, like output benchmarks, within the POC timeframe. Avoid long-term criteria that extend beyond the POC.DEREN'S PATH TO PRESIDENTS CLUBSVP of Sales @ JustCallVP WW Sales @ Ambassador LabsGlobal Head of Data Analytics Sales @ GoogleHead of Looker North American Sales @ GoogleRESOURCES DISCUSSED:Join our weekly newsletterThings you can steal