S2E13 – Managing POC Scope Creep

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.