---
title: "Proof of Concept Lifecycle"
type: doc
evidence_type: method
category: "Go-to-Market Lifecycle"
publisher: "LeanScale"
date_modified: 2023-09-26
word_count: 428
topics: ["gtm-strategy", "revenue-operations"]
canonical_url: https://knowledge.leanscale.team/docs/go-to-market-lifecycle-proof-of-concept-lifecycle/
source: "LeanScale Knowledge Hub — https://knowledge.leanscale.team"
license: "Free to quote and cite with attribution to LeanScale."
---

# Proof of Concept Lifecycle

**Evidence type:** method (what we prescribe)

A proof of concept is a lifecycle stage with its own entry criteria, not an informal trial. Running one well means designating which prospects qualify, defining the operational steps and the value being proven, and recording why each POC succeeded or failed so the criteria improve over time.

### Designating Prospects

The first stage in the POC process is designating whether a prospect is moving into this phase or not. This decision is often made by sales engineers or the customer success team. It's important to track how many prospects are going into the POC process and to assess whether this process is paying off.

### Operational Steps

Once a prospect is in the POC process, you'll want to outline a few operational steps that designate the type of process that you go through. These steps should be clear and concise, and they should help you measure progress and identify any bottlenecks. Some common operational steps in a POC process include:

* Technical integration phase
* API connection phase
* Data transfer phase

### Value

At the end of the POC process, you'll need to assess whether or not the POC showed value. This assessment should be independent of the closed won or closed lost stages that you had earlier. You want to know if your POCs are able to show the value that you're expecting to show, and if so, whether that's related to closed won business.

### Entry Criteria

The entry criteria for the POC process will vary depending on your company and your product or service. However, it's important to have clear and documented entry criteria so that all teams are following the same process. Some common entry criteria for a POC process include:

* A minimum number of users
* A certain level of revenue
* A specific industry or vertical

### Reasons for Success or Failure

When you move a prospect to the "able to show value" or "unable to show value" stage, it's important to document the reasons for either of those cases. This information will help you improve your POC process and increase your chances of success.

### Conclusion

The POC process is an important part of the sales cycle for B2B SaaS companies. By following the steps outlined in this guide, you can increase your chances of success and improve your overall RevOps efficiency.

## Canonical

https://knowledge.leanscale.team/docs/go-to-market-lifecycle-proof-of-concept-lifecycle/