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Cyber-ArklessonPreparingfortheProofOfConcept(POC)
UnderstandthePOCobjectivesReviewthePOCprocessGetToolsforasuccessfulPOCObjectives
WhyPOCPOCisnotImplementation!POCisnotQAfortheCyber-ArkproductPOCisnotaFullTrainingPOCisnotamandatorystepintheSaleCycleProofofconceptisashortand/orpleterealizationofacertainmethodoridea(s)todemonstrateitsfeasibility,orademonstrationinprinciple..
FromCustomer’sPointofviewThecustomergoalinthePOCis:Seepastthe“dog-and-pony”showGethands-onexposuretotheproductImprovecomparisonagainstotherproducts(inshortlist)Justifyanddemonstratethepurchasetothefinalreluctantdecisionmakers.
Doyourhomework–TryitbeforeyougotothecustomersiteAskforanevaluationlicensefromyourcyber-arkcontactpersonDownloadthelatestversion+DemoKeysWhatdoyouneedtodo
WhatdoyouneedtodoAgreeonthefeaturesyouwanttodemonstrateandtest.Usually,include:InstallationofVault,CPMandPVWAChanging1windowspasswordand1Unixpassword.PlayingwiththePVWAinterfaceMakesurethecustomerwillpreparetheenvironmentbeforeyouwillcome(servers,remotetestdevicestomanage)POCtimeframeisnomorethan10-20days
POCDocumentGENERAL EXISTINGPROCESS DESIREDPROCESSPOCBOUNDARIESPOCSCHEDULECRITERIAFORSUCCESS
POCreportandSummaryPOCwithoutanofficialsummarydocumentisnotaPOC!Sendthesummarytoallpeoplewhowhereinvolved
POCTipsPreparethePOCPlanandsendittotheprospect“YouNeverGetASecondChanceToMakeAFirstImpression”SetexpectationswiththecustomerThingswillnotgoasexpected.Stayclam,collectinformationandmovetonextstep.
SummaryPOCis…BoundariesPreparationsSummarizethePOCinwritingResourcesandTemplatesareinthe“salestools”safe
QA
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