Practice
Frame POCs as business case creation
Position proof-of-concepts as ROI model building rather than technical testing
Frame POCs as business case creation
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Context
Related Concepts23
Related Frameworks4
Transcript mentions
So if you frame it this way is you can say, "Look, it is a 30-day pilot for co-creating an ROI model and building a business case along with their users. " So that way you've actually not talked about your price.
Practice
Frame POCs as business case creation
Position proof-of-concepts as ROI model building rather than technical testing
Context
Related Concepts23
Related Frameworks4
Transcript mentions
So if you frame it this way is you can say, "Look, it is a 30-day pilot for co-creating an ROI model and building a business case along with their users. " So that way you've actually not talked about your price.