Set Expectations for Shared Responsibility

One of the most common mistakes that companies make during their POCs is doing all the heavy lifting for the customer. Enterprise SaaS POCs are about showing business value, and they require an investment of resources from your customer. In order for a POC to be successful, there has to work on both sides.

Set the expectation that your POC is a partnership between your team and your customer’s team to ensure that they’re ready to commit the time and resources needed to get it off the ground.