Field Note
What Enterprise Buyers Actually Mean When They Ask for a POC
A field-note outline: distinguish a request to test the technology from a request to build confidence in a decision.
Editorial draft · A working outline for review and development.
Identify the uncertainty
A POC request can open several different conversations: technical fit, operating responsibility, stakeholder confidence or the evidence needed for approval. Asking which uncertainty matters gives the exercise a clearer purpose.
Agree what follows the test
Name the decision-maker, the success criteria and the next step before the trial begins. This draft is a discussion outline; a future field note can add an anonymised, verified observation from an actual engagement.