[GTM glossary](/glossary.txt) Proof of concept (POC) Sales # Proof of concept (POC) Also known as: proof of concept, PoC In short A proof of concept (POC) is a short, narrowly scoped test that shows whether a product can solve a specific problem in the buyer's environment. It focuses on feasibility, not on full rollout. POCs are common in technical or higher-risk B2B sales, where buyers want evidence before committing. The seller typically sets it up with the buyer's data or systems and clear pass or fail criteria. ## When a POC makes sense * **Technical risk:** The buyer doubts the product will work with their stack or data. * **High price or long contract:** The cost of a wrong decision is large. * **Unclear fit:** A live test is the fastest way to settle open questions. --- ## POC vs. pilot vs. free trial A POC answers "can this work?" and is short and narrow. A pilot answers "does this deliver value in real use?" with real users over a longer period. A free trial is self-serve with no agreed plan. --- ## How to run a POC ### 1. Define the question Agree on the one or two things the POC must prove. Keep scope small. ### 2. Set pass criteria Write measurable targets and a deadline. For example, say the buyer wants the tool to match 80 percent of a test list; agree that number first. ### 3. Assign owners Name a technical contact on each side and a sponsor who will make the buying decision. ### 4. Review and decide Meet at the end, compare results to the criteria, and agree the next step on the spot. --- ## Common mistakes * **Running it too early:** POCs for unqualified buyers consume engineering time and rarely convert. * **Scope creep:** Adding requirements turns a POC into free implementation. * **No decision path:** Know who signs off and what happens after a pass. * **No end date:** Open-ended tests stall deals. --- ## Proof of concept (POC) FAQs **What is a proof of concept (POC) in sales?** A proof of concept in sales is a short, focused test that shows a product can solve a specific problem in the buyer's environment. It checks feasibility against agreed pass or fail criteria before the buyer commits to a purchase. **What is the difference between a proof of concept and a pilot?** A proof of concept tests whether a solution can technically work, usually briefly and with limited scope. A pilot tests whether it delivers business value with real users over a longer period, and often leads straight into rollout. **How long should a proof of concept last?** Most proofs of concept run from days to a few weeks, because they test one narrow question. Set an end date and success criteria at the start so the test does not become open-ended free work. **Should you charge for a proof of concept?** It depends on effort and buyer commitment. Light POCs are often free, while heavy ones that need engineering time may be paid or credited toward the contract. Either way, qualify the buyer and agree success criteria first. Share term --- ## More related phrases * [Brag book](/glossary/brag-book.txt) * [Purchase order](/glossary/purchase-order.txt) * [Sales qualified opportunity](/glossary/sales-qualified-opportunity.txt) ## Similar phrases * [Pilot program](/glossary/pilot-program.txt) A pilot program is a small, time-limited deployment of a product with one team so a buyer can test results before signing a full contract. * [Champion](/glossary/champion.txt) A champion is a person inside a buyer's company who supports your solution, sells it internally, and helps you move the deal forward. * [Sales cycle](/glossary/sales-cycle.txt) The sales cycle is the full series of steps and time from first contact with a prospect to a closed deal, repeated for each new customer. * [Decision maker](/glossary/decision-maker.txt) A decision maker is the person with the authority and budget to approve a purchase, and the key contact to reach and convince in a B2B deal. * [Free trial](/glossary/free-trial.txt) A free trial lets prospects use a product for a limited time at no cost, so they can test its value before deciding to buy.