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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