How to Scope a PoC: Lean Validation for Venture Clienting
PoC Scoping
Once you’ve picked your startup, it’s time to scope the PoC - in other words, define exactly what will be tested, how it will be tested, and who will do what. At this stage, it's also best practice to create a clear RfP (Request for Proposal) to align expectations and to build a simple business impact calculation (your business case) that estimates the potential ROI if the solution were scaled.
The golden rule?
Keep it as simple and lean as possible - while still validating the startup’s key functionality.
Why keep it lean?
Because every layer of complexity you add - IT integrations, sensitive data, new hardware - is another chance for delays, blockers, and costs to explode.
What to avoid in your PoC scope
- No IT integration (if possible): Skip anything that requires connecting to internal systems. Even “simple” integrations can take weeks or months.
- No personal data: Involving employee data often means works council approvals, which add time and complexity.
- Avoid high-dependency setups: Don’t build the PoC around factors you can’t control, like needing three different departments to act in sequence.
What is okay
- Simple logins: Having someone log into a tool with their corporate email is fine - as long as no sensitive data is uploaded.
- Sample or anonymized data: This keeps legal, works council, and IT happy.
What to include
Even though you’re keeping it lean, the PoC still needs to validate the core functionality.
Make sure you:
- Confirm what data is needed
- Check that it exists and can be shared (even anonymized)
- Agree on the exact features that will be tested
How to structure your PoC scope
- Clear responsibilities
- What the startup will do
- What the pain point owner will do
- What the innovation unit will do
- Success metricsDefine what “good” looks like:
- The measurable results that will prove the solution works
- The threshold for saying “yes, we can solve the problem”
- Timeline
- Keep it short. Aim for 4-8 weeks.
- Budget impact
- Lean scope = less work for the startup = usually lower cost.
- Complex scope (especially with hardware) = more time, more cost — only add complexity if it’s absolutely necessary to prove the concept.
Hi, I'm Madlen, and I lead the Venture Clienting solutions at GlassDollar. At GlassDollar, we empower corporations to quickly identify and test cutting-edge startup technology. Our outstanding team of Venture Clienting experts is committed to helping corporations harness startup innovations and drive growth at any stage. Whether you need strategic consulting, support in establishing a Venture Clienting unit, or assistance in operating and scaling it, we are your ideal partner.
Back to
Everything you need to know about Venture Clienting
Welcome to Venture Clienting
Learn what Venture Clienting is (and what it isn’t), where the model came from, and why it’s become a fast path to measurable business impact. It also clarifies the differences to CVC and Venture Building, shows how the three can work together, and closes with practical “golden rules” to start with the right problems, win early PoCs, and build the trust you’ll need to scale.
Getting Started
A quick on-ramp into Venture Clienting: a checklist to see if your organization is actually ready, the minimum setup you need (one owner, a starter budget, and light leadership backing), plus a plain-English glossary so everyone—from business units to procurement—uses the same terms and avoids confusion from day one.
The 3 Phases of Venture Clienting Units
A practical maturity map for how Venture Clienting Units evolve over time — from START (prove the model with a few high-impact PoCs), to GROW (make it repeatable and expand reach), to SCALE (run high volume with strong selectivity, efficiency, and strategic alignment). It clarifies what to prioritize in each phase: budgets, timelines, lead volume, stakeholder setup (procurement/IT/legal), and the specific habits that drive momentum without burning quality.
The Venture Clienting Process
A practical, end-to-end guide to running Venture Clienting in real life — from uncovering internal pain points and qualifying PoC leads to sourcing startups, running focused demos, executing lean PoCs, and turning successful pilots into real implementations with measurable business impact.
Advanced Topics
This chapter covers advanced Venture Clienting topics you’ll face once the basics work: managing PoCs as a portfolio, working effectively with IT, accelerating projects through alternative contracting models, and securing lasting C-level support. It shows how to reduce bottlenecks, allocate resources smarter, and turn Venture Clienting into a strategic, scalable capability.