Buyers Reluctant to Sign Enterprise Deal Without POC

Jake Thomases, staff writer for Waters, joins Anthony Malakian to discuss his soon-to-be-published article on outsourcing. Jake says that end users are more reluctant to enter into enterprise agreements without seeing a proof-of-concept (PoC) first.

Attitudes have changed whereby PoCs are seen as less risky. While end users chance losing small amounts of money on a PoC, they avoid entering into a quagmire. Vendors, on the other hand, have become more confident that if the PoC is successful they will earn a long-term contract—thus, they are more willing to license a prototype.

Jake's article will be in the February issue of Waters magazine and will appear online in the coming days.