Buyers Reluctant to Sign Enterprise Deal Without POC

Attitudes on Wall Street have changed whereby POCs are seen as less risky. End users are taking less of a risk and vendors are confident in landing a long-term deal.

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.


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