Podcast episode
Blueprint to Establish Business-Level Impact in a POC (Amelia Burke, Databricks)
30 Minutes to President's Club19 Mar 202428 min
Description
FOUR ACTIONABLE TAKEAWAYS When you’re doing a POC, you should be surveying the users and participants in that POC about their experience. If you’re working in a fairly technical sale, don’t shy away from answering technical questions with your depth of understanding, but let the customer know that is your depth of understanding. Use a pre-POC questionnaire to ensure that the champion is the right person to lead the POC. Do a POC kickoff call to set yourself up for success. PATH TO PRESIDENT’S CLUB Enterprise Account Executive, Financial Services @ Databricks Account Executive, Commercial @ Databricks Sr. Account Executive, Mid-Market @ Databricks Sr. Account Executive @ Datafox RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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investment on both sides. Would it be okay with you if my leadership reached out to yours? And then ultimately, what I'll do from there is go write a note to my executive in order for them to send off and ultimately orchestrate that meeting from there. Beautiful. What's number two? “Number two is to connect with your champion on Slack or whatever messaging app they use” internally. So in order to do that, typically I'll say something like, hey, there tends to be a lot of little things that come up as you're evaluating Databricks that can be handled really efficiently with just a quick message. Is it okay if I ping you from time to time on Slack?
and then ultimately implementation on the backend as well. So I want to make sure that if we're going to engage, it's well worth the time. One of the ways that I do that is I bring “up the proof of concept as soon as possible in the deal cycle. And I'm not necessarily telling” the prospect, hey, we need to kick this off tomorrow, but I'm starting to try to get a sense for what are they thinking about with the evaluation? What are they trying to solve for? And what I've found is if the customer isn't starting to think about that,
give them the like higher altitude version of the answer, which sometimes was all they were looking for. But if they wanted to go super in depth, I would give them the high altitude and say, Hey, if you want to go more in depth on this, we can definitely like, that's my level of understanding. I can pull in a resource. It sounds like you're doing sort of something similar. “Yeah. I think it's important to share an initial POV. You know, it doesn't need to go super” technically in depth, but I think often what I'll do is I'll, I'll respond and say, you know, Hey, here is the answer to your question based on the, how we've seen this implemented at other customers. My solution architect can provide a little bit more detail. If there's