Lessons from PoC Managers Delivering 20+ PoCs Annually
Learnings from PoC Managers that did more than 20 PoCs per year
When you talk to PoC Managers who deliver 20+ PoCs annually, a few patterns emerge. These people are operating in high gear - but with ruthless focus and clever systems.
1. They are masters of prioritization
- They know not every lead is worth pursuing. They qualify fast and kill leads quickly if they see low urgency, poor fit, or unclear authority.
2. They have a machine for lead generation
- They don’t wait for opportunities - they continuously run activities that keep their funnel full.
- They have a mix of network-driven leads (trusted internal contacts) and systematic approaches (events, briefings, ambassadors).
- Lead inflow is constant, avoiding the “dry season” problem.
3. They run an ultra-efficient process
- Templates, checklists, and clear playbooks for each phase.
- Minimal custom work unless it’s high impact.
- Every stakeholder interaction is purposeful, with a clear next step booked before ending a meeting.
4. They protect their time like gold
- They automate repetitive tasks (e.g., outreach).
- They delegate research-heavy work to analysts or external scouts.
- They block deep work time for scoping, business case calculations, and PoC reviews.
5. They manage stakeholders like pros
- Stakeholders know exactly what’s expected from them and when.
- They give quick status updates to keep interest high and avoid stalls.
- They’re not afraid to escalate when things get stuck.
6. They learn and adapt constantly
- After every PoC, they extract learnings on process speed, success rate, and cost efficiency.
- They apply these learnings to improve the next round - they’re obsessed with compounding improvements.
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.
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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.