When to kill a PoC Lead
Killing a lead might feel counterintuitive - especially if you’ve invested time in it - but it can be a smart move. Every lead consumes resources, and chasing low-quality ones not only burns time but also creates a poor experience for stakeholders.
Core criteria
- No real or urgent problem
- The pain point no longer exists or has lost urgency.
- Stakeholder interest fades, timelines keep slipping, or priorities shift elsewhere.
- No business impact
- Expected ROI has dropped significantly since qualification.
- Even a successful POC wouldn’t justify the investment.
- No authority or access to authority
- The lead doesn’t have decision-making power and cannot quickly involve someone who does.
- Endless escalation attempts without progress.
- Too many rigid requirements
- Stakeholder demands 20+ detailed conditions.
- Refuses any customization or flexibility from a startup.
- No willingness to invest
- Pain point is supposedly “big,” but they won’t find budget for a PoC. This signals the problem is not critical enough to solve.
Golden Nugget
Being rigorous here is a service to the pain point owner. A stalled lead creates frustration, not value. Killing it early frees up time for leads with higher potential.
Tip for Innovation Managers
- Re-qualify leads regularly: A lead that was viable last month might now be a distraction.
- Always document why you killed it: helpful for pattern recognition and improving qualification filters.
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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