Tips to Avoid Demo Drama - Tip 21: Accept and embrace the limitations on proof-of-concept demos

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Proof-of-concept (PoC) demos are very often based on data from customer. A good qualified PoC has a number of use-cases defined by the customer and a script setting out how to showcase the different use-cases.

This can make working on a proof-of-concept both demanding and frustrating. There will probably never be a perfect match between the customer’s use case and what you actually want to demonstrate. With the constraints set out by the customer, it may seem impossible to let your software shine.

PoCs can also be very time-consuming (depending on the complexity) and frustrating. It is very important that they are qualified and there is a realistic chance to take you to the next stage. However, I actually quite like PoCs. Why? Because of the involvement and engagement from the customer. Your customer has a problem or pain, and they have asked you for help. They have also bothered to do some of the hard work for you, in creating use cases.

My feelings about PoCs turned round once I started to see them as a good starting point for engagement, rather than feeling frustrated about their limitations.