Episode 6: How to keep the deal from falling apart

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In this episode Alex and Peter discuss how to structure effective proof of concepts to help get the deal done while keeping the prospect accountable to specific milestones. Topics include:

• The collaborative aspects of setting up a mutual proof of concept structure
• How to establish tangible success criteria for the evaluation period
• What milestones to track throughout the POC period
• How to determine which prospects need a formal POC structure 
• How to hold prospects accountable to meeting POC milestones

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