GHASSAN ABOU RJEILY , REGIONAL CHANNEL SALES MANAGER , EMERGING EMEA , RIVERBED
Q & A
EDITOR ’ S
GHASSAN ABOU RJEILY , REGIONAL CHANNEL SALES MANAGER , EMERGING EMEA , RIVERBED
In today ’ s dynamic digital landscape , where vendors compete with compelling and comprehensive offerings , customers can easily become overwhelmed by choice and have difficulty deciding . One of the most effective tools to address this challenge is the Proof of Concept , POC . The smaller scale and deployment in test environments offer customers significant cost and risk advantages .
However , the initiation and planning stages of a POC often demand efforts comparable to those of the actual project . This makes the support of a qualified channel partner crucial , as they can help the customer decide on the best deployment approach . On-premises POCs typically require considerable hardware resources – such as rack space , cabling , power , and cooling – which can be difficult to manage and complicate the implementation of multiple scenarios . Despite these challenges , on-premises POCs offer advantages , particularly for government agencies , public sector entities , or companies where data sovereignty is a concern or where legacy systems integration is required in a noncloud-friendly environment . This approach also provides a more realistic perspective
on how the solution would perform in the customer ’ s actual IT ecosystem .
Cloud POCs , on the other hand , leverage infrastructure that is readily available on cloud platforms . These POCs are typically faster to deploy , as vendors usually have templates that can be rapidly customised to model specific customer scenarios . Cloud
POCs also offer scalability and flexibility at a reduced cost ; customers can request a POC that spans multiple locations , and it can be managed remotely .
Regardless of which approach is determined to be best , there are a few crucial factors that channel partners should consider to help deliver the POC smoothly and seamlessly .
First and foremost , ensuring budget availability is vital . Partners need to confirm that there is financial backing or project allocation before dedicating their team ’ s time . Unfortunately , some customers might seek a POC to resolve an issue without any real intention of purchasing the solution .
Defining the POC team is another key step . The customer should allocate a dedicated team for the POC , led by a project manager . Establishing a clear Responsible , Accountable , Consulted , and Informed matrix will help all stakeholders understand their roles and responsibilities , ensuring smooth collaboration .
Success criteria must also be clearly defined . Without specific goals , a POC can drag on indefinitely , making it difficult for the vendor ’ s salesperson to make firm commitments to the business . Like any project , a POC should also have a set timeline . Adhering to this schedule is essential to keep the project on track and ensure budgets do not overshoot .
Finally , how the POC outcomes are presented and who will attend the final report presentation can be make-or-break factors . These should be established at the beginning , along with the next steps if the success criteria are met and the budget is available . •
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