Prevent POC scope creep by agreeing in writing on success criteria before the trial starts. Win rates increase by 25%.
Before starting any POC or pilot, draft a one-page "Success Criteria" document and get the champion and economic buyer to sign off. List 3-5 measurable outcomes you will demonstrate. Define what "success" looks like numerically. This forces the buyer to commit to criteria before seeing the product, which means they can't move the goalposts mid-trial. It also forces your team to prioritise the right features. Send the doc 24 hours before the kick-off call and review it together at the start.