POCs are a powerful selling tool.  However, without proper organization up front, POCs can turn into a never-ending research project without any clear, measurable goal or objective.  In this episode of Taking 5 with GDE, Rob Pugh, IBM Security Technical Sales Specialist, tells us how he engages with customers who want to see a POC of the product and how it does it in a way that manages expectations and keeps the POCs on track.

POCs are a powerful selling tool. However, without proper organization up front, POCs can turn into a never-ending research project without any clear, measurable goal or objective. In this episode of Taking 5 with GDE, Rob Pugh, IBM Security Technical Sales Specialist, tells us how he engages with customers who want to see a POC of the product and how it does it in a way that manages expectations and keeps the POCs on track.

POCs are a powerful selling tool.&nbsp; However, without proper organization up front, POCs can turn into a never-ending research project without any clear, measurable goal or objective.&nbsp; In this episode of Taking 5 with GDE, Rob Pugh, IBM Security Technical Sales Specialist, tells us how he engages with customers who want to see a POC of the product and how it does it in a way that manages expectations and keeps the POCs on track.

S2E13 – Managing POC Scope Creep

With each episode of Taking 5 with GDE, we talk with experienced sellers about the value of Guardium Data Encryption (GDE) and how to convey that value to customers and, in turn, help them protect and control their data.

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S2E13 – Managing POC Scope Creep

S2E13 – Managing POC Scope Creep