Download or read book The Essential Guide to Navigate Your Proof of Concept written by Tony Matos and published by . This book was released on 2020-09 with total page 140 pages. Available in PDF, EPUB and Kindle. Book excerpt: SETTING A STANDARDThe Essential Guide to Navigating Your Proof of Concept is your guide to understanding how to execute a world-class PoC. This book was released to document the essential best practices for managing a world-class Proof of Concept. By this, we mean we want to set a high standard for qualifying, defining, executing and closing a Proof of Concept. ELEVATING OUR GAMEThe Essential Guide to Navigate Your Proof of Concept proposes adopting methodologies and approaches to advance often haphazard approaches to conducting Proof of Concepts today. This book outlines a clear and common sense based thinking and practice in completing a Proof of Concept. A Proof of Concept is a strategic sales tool and not just a stop-gap measure. Understanding the strategic value of a PoC elevates its importance with your customers while influencing when and how a sales team uses a PoC to advance an opportunity towards a close. A sales team that takes this higher view of a PoC will project a different mindset and professional level with their customers. Although a PoC is often free to a customer, that doesn't mean it lacks value. Elevating how you conduct a PoC elevates your team's importance and investment in a PoC with your customers.A WORLD-CLASS APPROACH TO PROOF OF CONCEPTSIn The Essential Guide to Navigate Your Proof of Concept, it proposes that I propose that sales engineers set and maintain a higher standard when executing a PoC. There are identifiable traits which distinguish a "world-class PoC" including:*knowing how a PoC fits within the account and how it advances the opportunity*having a clear plan of execution*establishing a consistent feedback loop*executing a documented and published PoC*using project management practices that ensure the right things get done at the right time by the right resources*agreeing to success criteria before you start the PoC*designing a PoC with the customer in mind*ensuring a PoC is an illustration, not an implementation*using a PoC to showcase your team and culture*leveraging a PoC to build relationships and trust with your team and solution THE WAY OF EXECUTING A POC - GETTING THE WIN!The reason we execute a PoC is to win a customer towards our solution. Within the context of a PoC, as sales engineers, we are looking for a technical win. Acquiring a technical win means that a customer has reviewed your solution and selected it over others. This means that as a sales engineer, you have won the opportunity from a technical perspective. But that doesn't mean it leads to an actual purchase order.A New OutAn outcome of executing a world-class PoC is to ensure that we acquire the technical win to allow your sales lead to work towards the business win. A business win is defined as progressing a technical win into a purchase order - meaning the customer invests in your solution.The Essential Guide to Navigating Your Proof of Concept was written as a guide for sales engineers to execute a world-class PoC. Like a travel guide, this book was written to lead you through the planning and processes which lead you towards a world-class PoC.The proposed methodology is common sense concepts, practices and mindsets. Some of the foundational features of the proposed method include:*Thinking and planning your PoC in four stages*Knowing and engaging with all the PoC stakeholders*Using standard templates to document and manage a PoC*Understanding how to use a PoC to deepen your customer relationship *Learning when a PoC is off course and how to self-correct*Understanding when a PoC is not the right vehicle to advance an opportunityThe focus of The Essential Guide to Navigating Your Proof of Concept is to advance a clear and understandable methodology for executing a world-class PoC.

Download or read book Building Moonshots written by Tamara Carleton and published by John Wiley & Sons. This book was released on 2023-05-03 with total page 359 pages. Available in PDF, EPUB and Kindle. Book excerpt: Solve the world’s biggest problems and create a better future In Building Moonshots: 50+ Ways to To Turn Radical Ideas Into Reality, a team of expert innovation strategists delivers an exciting and insightful collection of strategies, techniques, and frameworks for scaling your next big, audacious idea into a concrete product or service. Each proven and tested strategy contained in the book has been categorized to make it easy to find and implement when you need it most. You’ll learn how and where to start, when to bet big, how to invest, when to play the long game, what to communicate, and much more. You’ll also find: Ways to go beyond white papers and vision statements to a place where your ideas become a tangible reality Strategies for creating a better future by transforming seemingly impossible ideas into concrete products Methods for bringing to life radical and innovative solutions to the world’s greatest challenges Destined to become the seminal, go-to source for visionaries, gamechangers, and leaders imagining the apparently impossible and determined to achieve it, Building Moonshots is a can’t-miss book for entrepreneurs, founders, product development heads, and other business leaders.

Download or read book Mastering Technical Sales The Sales Engineer s Handbook Fourth Edition written by John Care and published by Artech House. This book was released on 2022-04-30 with total page 420 pages. Available in PDF, EPUB and Kindle. Book excerpt: This bestselling book -- now in its Fourth Edition – has become the gold standard for Sales Engineers, who engage on the technical side of the sales and buying process and are the people who know how everything works. It helps you navigate a complex and ever-changing technical sales environment and become an effective bridge-builder between the business/commercial interests and the technical details that support the sale. Written by one of the foremost experts in this field, the handbook presents everything you need to improve your skills and increase your value to the sales team. Chapters are written in a modular fashion so that you can choose topics most relevant to you at the moment – or follow them in order as they build upon each other and give you the complete A to Z on your role. Each chapter is short enough so that you can read through it in 10-15 minutes and apply the learning the next day. You’ll find actionable hints, case studies, and anecdotes illustrating the topics with lessons learned, both positive and negative. The book helps you: understand the unique role of the Sales Engineer, from the broad picture to the nuances of the job; develop skills needed to become a valuable consultant to your team and the customer team; utilize best practices for creating and completing winning RFPs; effectively integrate global practices into your day-to-day activities; increase your ability think on a more strategic level; become a trusted advisor to executive customers. With this completely updated and expanded edition of Mastering Technical Sales in hand, you will achieve a better win rate, experience higher customer satisfaction, hit revenue targets, and feel greater job satisfaction. Newly added and revised chapters guide you through today’s challenges, including the impact of the cloud and everything-as-a-service, new sales models (monthly vs. annual revenue commits), and the virtualization and automation that is now part of the Sales Engineer’s world. This book is a must-have resource for both new and seasoned Sales Engineers within tech software, hardware, mechanical, and civil engineering vendors, along with management and leadership in those organizations, and anyone who must present, demonstrate or sell hi-tech items for a living.

Download or read book The Essential Guide to Navigate Your Proof of Concept written by Tony M Matos and published by Independently Published. This book was released on 2020-09-02 with total page 140 pages. Available in PDF, EPUB and Kindle. Book excerpt: SETTING A STANDARD: The Essential Guide to Navigating Your Proof of Concept is your guide to understanding how to execute a world-class PoC. This book was released to document the essential best practices for managing a world-class Proof of Concept. By this, we mean we want to set a high standard for qualifying, defining, executing and closing a Proof of Concept. ELEVATING OUR GAME: The Essential Guide to Navigate Your Proof of Concept promotes methodologies to counter and replace the often haphazard approach used to manage a proof of concept. This book outlines practical and applicable ways to ensure that your proof of concept is "world-class". The Essential Guide to Navigate Your Proof of Concept promotes a methodology and a new approach to increase your technical win-rate. Sales teams should leverage a Proof of Concept as a strategic sales tool to win business - but that is not always the case. To improve how your sales team leverages a Proof of Concept, learn and apply the book's principles. The Essential Guide to Navigate Your Proof of Concept proposes that a Proof of Concept execute at a "world-class" standard by equipping sales engineers on the best practices that elevate their approach, technique and processes when managing a Proof of Concept. This book was written for sales engineers by a sales engineer with real-world experience working in leading enterprise-scale organizations.The Essential Guide to Navigate Your Proof of Concept promotes a clear and understandable approach for managed a Proof of Concept using a four-step methodology. Along with purpose-built tools and templates, it enables a sales engineer to qualify, define, execute, and close a Proof of Concept. TAKING A WORLD-CLASS APPROACH: The Essential Guide to Navigate Your Proof of Concept provides a sales engineer with an approach to establishing and maintaining a high standard for executing a proof of concept. THE REASON FOR EXECUTING A POC IS TO GET THE WIN: For a sales engineer, it is critical to acquire the technical win from a proof of concept. Earning a technical win means that a customer has reviewed your solution and selected it over others. This means that as a sales engineer, you have won the opportunity from a technical perspective. But that doesn't mean it leads to an actual purchase order. Executing a world-class proof of concept also means that you set up the outcome of a PoC to also earn the business win (purchase order). A FRAMEWORK AND TOOLS TO GET THE JOB DONE: The Essential Guide to Navigating Your Proof of Concept is written to inform and guide sales engineers through the planning and process of high-quality proof of concept customer-centric experience.

Download or read book The Essential Guide to Doing Your Research Project written by Zina O′Leary and published by SAGE. This book was released on 2021-03-10 with total page 350 pages. Available in PDF, EPUB and Kindle. Book excerpt: This practical book sets out how to approach each stage of your research project, from choosing a research design and methodology to collecting and analysing data and communicating your results – and showcases best practice along the way. Packed with pragmatic guidance for tackling research in the real world, this fourth edition: Offers support for diving into a project using digital data, with how-to guidance on conducting online and social media research Empowers you to confidently disseminate your work and present with impact Helps you map out your research journey and put a plan in place with decision trees in every chapter Challenges you to be reflective and critical about the research you consume and undertake Zina O′Leary′s detailed and down-to-earth approach gives you the research skills and momentum you need to successfully complete your research project.

Download or read book The Essential Guide to Using the Web for Research written by Nigel Ford and published by SAGE. This book was released on 2011-10-14 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book will be vital reading for anyone doing research, since using the web to find high quality information is a key research skill. It introduces beginners and experts alike to the most effective techniques for searching the web, assessing and organising information and using it in a range of scenarios from undergraduate essays and projects to PhD research. Nigel Ford shows how using the web poses opportunities and challenges that impact on student research at every level, and he explains the skills needed to navigate the web and use it effectively to produce high quality work. Ford connects online skills to the research process. He helps readers to understand research questions and how to answer them by constructing arguments and presenting evidence in ways that will enhance their impact and credibility. The book includes clear and helpful coverage of beginner and advanced search tools and techniques, as well as the processes of: @!critically evaluating online information @!creating and presenting evidence-based arguments @!organizing, storing and sharing information @!referencing, copyright and plagiarism. As well as providing all the basic techniques students need to find high quality information on the web, this book will help readers use this information effectively in their own research. Nigel Ford is Professor in the University of Sheffield′s Information School.

Download or read book Awaken a Better You written by BJ Thompson and published by WaterBrook. This book was released on 2023-01-10 with total page 209 pages. Available in PDF, EPUB and Kindle. Book excerpt: Unlock the person you’ve always wanted to be with four practical steps to lasting change, from life coach BJ Thompson. “BJ Thompson lives what he preaches. And we might just live a little longer for having listened.”—Beth Moore, Living Proof Ministries Is there a change you’ve been wanting to make, but you don’t know how? Have you tried it all and still can’t figure out how to move forward? BJ Thompson has been there. Born to a teenage mother on the gang-permeated streets of Dallas, BJ understood that as a Black man, his starting place was disadvantaged, under-resourced, and unequipped. But then one day he decided to stop allowing life to “just happen” and to rise above the obstacles set before him. He transformed his life and became a global leader, coaching tens of thousands and influencing millions on their way toward building better lives. Now, BJ wants to help you unlock greater mental, spiritual, relational, and emotional health with a simple four-step process: 1. desperation—identify a problem you desperately want to change 2. information—research the problem, unlearn built-in ideas, and vet data 3. application—build a practical plan and take active steps to make the change 4. transformation—celebrate change and embrace a mindset of continual growth With BJ as your guide, you can start on the path to create the balanced, holistic life you’ve always wanted. Make the choice to become the person you’ve always wanted to be. The only person you’re waiting on is you.

Download or read book Proof Of Concept A Complete Guide 2020 Edition written by Gerardus Blokdyk and published by 5starcooks. This book was released on 2020-04-28 with total page 318 pages. Available in PDF, EPUB and Kindle. Book excerpt: What suggestions do you have to facilitate the transition to new employees? Do you have access to any at work? Will a poc be needed prior to purchase? What are the biggest barriers to success for your organization regarding IoT? How do you integrate mobile services with your infrastructure? This one-of-a-kind Proof Of Concept self-assessment will make you the trusted Proof Of Concept domain standout by revealing just what you need to know to be fluent and ready for any Proof Of Concept challenge. How do I reduce the effort in the Proof Of Concept work to be done to get problems solved? How can I ensure that plans of action include every Proof Of Concept task and that every Proof Of Concept outcome is in place? How will I save time investigating strategic and tactical options and ensuring Proof Of Concept costs are low? How can I deliver tailored Proof Of Concept advice instantly with structured going-forward plans? There's no better guide through these mind-expanding questions than acclaimed best-selling author Gerard Blokdyk. Blokdyk ensures all Proof Of Concept essentials are covered, from every angle: the Proof Of Concept self-assessment shows succinctly and clearly that what needs to be clarified to organize the required activities and processes so that Proof Of Concept outcomes are achieved. Contains extensive criteria grounded in past and current successful projects and activities by experienced Proof Of Concept practitioners. Their mastery, combined with the easy elegance of the self-assessment, provides its superior value to you in knowing how to ensure the outcome of any efforts in Proof Of Concept are maximized with professional results. Your purchase includes access details to the Proof Of Concept self-assessment dashboard download which gives you your dynamically prioritized projects-ready tool and shows you exactly what to do next. Your exclusive instant access details can be found in your book. You will receive the following contents with New and Updated specific criteria: - The latest quick edition of the book in PDF - The latest complete edition of the book in PDF, which criteria correspond to the criteria in... - The Self-Assessment Excel Dashboard - Example pre-filled Self-Assessment Excel Dashboard to get familiar with results generation - In-depth and specific Proof Of Concept Checklists - Project management checklists and templates to assist with implementation INCLUDES LIFETIME SELF ASSESSMENT UPDATES Every self assessment comes with Lifetime Updates and Lifetime Free Updated Books. Lifetime Updates is an industry-first feature which allows you to receive verified self assessment updates, ensuring you always have the most accurate information at your fingertips.

Download or read book Marta Skarbek s This is Negotiation your ultimate guide to becoming a master negotiator written by Marta Skarbek and published by Athena Publishing. This book was released on 2024-06-24 with total page 246 pages. Available in PDF, EPUB and Kindle. Book excerpt: Unlock the power of negotiation with Marta Skarbek's authoritative guide, Marta Skarbek’s This is Negotiation. Drawing from her personal journey and professional expertise, Skarbek provides an essential roadmap to mastering the art of negotiation, a skill crucial for success in every aspect of life. From boardrooms to family rooms, effective negotiation is the key to resolving conflicts, building strong relationships, and achieving your goals. In Marta Skarbek’s This is Negotiation, Skarbek demystifies the process, offering actionable strategies and insights that transform novices into world-class negotiators. Marta Skarbek's journey began with the inspiring stories of the 1970 Gdańsk Shipyard Strike, where her grandfather and thousands of workers, led by the legendary Lech Wałęsa, fought for their rights against a repressive regime. This historical struggle highlighted the enormous impact of negotiation and inspired Skarbek to dedicate her life to mastering and teaching this vital skill. In this comprehensive guide, you'll discover: - The fundamental principles of negotiation and how to apply them in any situation. - Techniques for effective communication and persuasion. - Strategies for building trust and rapport with diverse stakeholders. - Methods to manage and resolve conflicts with confidence and poise. - Real-world case studies and examples that illustrate key concepts and strategies. Marta Skarbek’s This is Negotiation is a transformative tool that equips you with the knowledge and confidence to negotiate your way to success. Whether you're navigating corporate deals, personal relationships, or everyday interactions, Marta Skarbek's expert guidance will help you achieve outcomes that benefit everyone involved. Embrace the power of negotiation and unlock your potential with Marta Skarbek’s This is Negotiation – your ultimate guide to becoming a master negotiator.

Download or read book A Speaker s Guidebook with The Essential Guide to Rhetoric written by Dan O'Hair and published by Macmillan. This book was released on 2011-10-26 with total page 728 pages. Available in PDF, EPUB and Kindle. Book excerpt: "A Speaker's Guidebook" is the best resource in the classroom, on the job, and in the community. Praised for connecting with students who use and keep it year after year, this tabbed, comb-bound text covers all the topics typically taught in the introductory course and is the easiest-to-use public speaking text available. In every edition, hundreds of instructors have helped us focus on the fundamental challenges of the public speaking classroom. Improving on this tradition, the fifth edition does even more to address these challenges with stronger coverage of overcoming speech anxiety, organizing and outlining, and more. And as the realties of public speaking change, so does "A Speaker's Guidebook"; the new edition also focuses on presentational speaking in a digital world -- from finding credible sources online to delivering presentations in a variety of mediated formats. -- From product description.

Download or read book The Startup Protocol written by Sally Ann Frank and published by CRC Press. This book was released on 2024-03-01 with total page 135 pages. Available in PDF, EPUB and Kindle. Book excerpt: There are lots of founders and lots of ideas floating around to help improve the delivery of healthcare services and positively affect the health of each of us as individuals, as well as groups of patients afflicted by chronic or acute diseases. Unfortunately, many of these ideas never reach their full potential to improve patient outcomes or reduce costs of care. Sometimes, it’s because the idea isn’t feasible or scalable. Sometimes, it’s because the market isn’t ready, or regulators aren’t ready. And sometimes, it’s just because the founder or founding team has a blind spot (or two). Not only do these hidden blind spots ensure their failure, but in many cases, with better planning or a greater, more holistic understanding of the market forces, the blind spot can be overcome. Or better yet, the founder can realize that their idea is doomed from the start and consider other, better options to solve the problem they are attacking. The goal of this book is to help founders and their teams identify blind spots and avoid the most common pitfalls of starting a digital health company. Having spent time with founders, VC companies, and most importantly, prospective digital health startups, patterns have emerged regarding those startups that are successful and those that die an often slow and painful death. While not a recipe for guaranteed success, having a guidebook of sorts can help navigate the perils associated with building a digital health company and can very likely improve the odds of success. The book will go through the typical life cycle of an early-stage company, from ideation to the first few customer deals, and highlight best practices for tackling the challenges at each stage including: ◾ What problem are you trying to solve? ◾ And why are you trying to solve this problem? ◾ Who will help you build the solution and company? ◾ How will you build the solution? ◾ How will you pitch your company? ◾ How will you sell your solution? ◾ And, what does success look like to you, your stakeholders, and your customers?

Download or read book Nolo s Essential Guide to Child Custody and Support written by Emily Doskow and published by Nolo. This book was released on 2023-11-28 with total page 299 pages. Available in PDF, EPUB and Kindle. Book excerpt: Custody and Support: Get the Answers You Need When you’re getting divorced, you can make a tough time easier for yourself and your children if you work with the other parent to agree on a custody plan and child support. If you can’t resolve these issues, you’ll have to head to court and ask a judge to decide for you. Either way, Nolo’s Essential Guide to Child Custody & Support can help. You’ll learn how to: • negotiate and use mediation to keep costs down and improve future dealings with your ex • find your state’s child support guidelines • advocate for the custody arrangements you want • enforce and change custody and support orders • anticipate how your case will be handled by a judge if you go to trial • recognize the situations where you need a lawyer, and • work with a lawyer. You’ll also find information on subjects such as the factors judges consider when they rule on custody arrangements, and what happens when one parent wants to move away with the children.

Download or read book The Ultimate Guide to Responsible Franchising written by Joe Mathews and published by John Wiley & Sons. This book was released on 2024-10-15 with total page 358 pages. Available in PDF, EPUB and Kindle. Book excerpt: A no-nonsense, start-to-finish roadmap for aspiring franchisees In The Ultimate Guide to Franchising, straight-shooting author Joe Mathews delivers a practical and hands-on “how-to” guide for aspiring franchisees seeking to start their own businesses. In the book, you'll explore real-life stories from the franchising trenches that illustrate how to effectively look past the obvious and dig deep into the bones of a franchise to establish fit, predict success, and mitigate risk. You'll discover the personality types most likely to experience success and failure at franchising and identify the entrepreneurial traits that can expose you to additional risk. You'll also find: All the info you need to know about franchising before you start looking for the right fit Strategies for properly and fully investigating a franchise opportunity in your area Techniques for conducting proper diligence to determine a franchisor's skills and viability. Perfect for budding entrepreneurs, founders, and other business-minded professionals, as well as employees, leaders, and suppliers to franchise brands who want a better understanding and appreciation for how franchising works, The Ultimate Guide to Franchising will earn a place on the bookshelves of anyone serious about opening their own franchise as well as those who have already begun their franchising journeys.

Download or read book Orthopaedic Technology Innovation A Step by Step Guide from Concept to Commercialization written by Adam Eltorai and published by Lippincott Williams & Wilkins. This book was released on 2019-10-08 with total page 317 pages. Available in PDF, EPUB and Kindle. Book excerpt: Have an idea for a new tool or instrument? This a great resource to use to bring your invention ideas to the bedside! Written for clinicians, researchers, students, and entrepreneurs, this concise yet comprehensive review presents a clear process to identify, invent, and implement new technology solutions that aid in effective and safe practice in orthopedic surgery.

Download or read book The Art of the Perfect Defense Your Essential Guide to Criminal Defense In Los Angeles written by Ronald D. Hedding, Esq. and published by eBookIt.com. This book was released on 2015-01-04 with total page 49 pages. Available in PDF, EPUB and Kindle. Book excerpt: The ultimate justice of the people? Is there any better or equal hope in the world?—Abraham Lincoln * Have you been bailed or cited out or released from custody? * Do you have a criminal case pending against you? * Have you been taken into custody? * Are you the subject of a criminal investigation? If so, your freedom and reputation are at risk. You are now charged with making decisions that could forever change your life. In The Art of the Perfect Defense Ronald D. Hedding, Esq. provides essential information you need to navigate through Los Angeles’s criminal justice system, which is one of the most complicated and largest in the United States. In this book, you’ll learn: * Common mistakes that could have tragic consequences and how to avoid them * Steps you need to take right away to protect yourself * What to do if someone you care about is the focus of a criminal investigation * Why a criminal defense lawyer’s local expertise is critical to a favorable outcome * Straightforward explanations of key legal terms and concepts you must know The Art of the Perfect Defense unlocks the mystery behind the Los Angeles criminal justice system. When you’re facing a scary and uncertain future, this book will be your essential guide to experiencing the best possible result.

Download or read book The NarrowRoad A Guide to Legacy Wealth written by Dr. Pamela C. V. Jolly and published by Bookclick 360 Wordeee. This book was released on 2022-09-12 with total page 284 pages. Available in PDF, EPUB and Kindle. Book excerpt: Does the vision you hold for your life elude you? There may be a reason. According to Dr. Pamela Jolly's premise, you may not be using your natural gifts. What if we also told you that understanding the business of YOU is the key that unlocks the door to fulfilling your dreams. We all seek direction in life to go forward toward things we want most to happen. What if you could find a way to tap into the crucial insights of who you really are? And what if you could guarantee yourself a winning chance of reaching your full potential in your lifetime? The NarrowRoad System invites you on a journey of self-discovery. When navigated, it reveals the path that leads to the wealth you desire and your ability to ensure your legacy continues. Using 24 unique NarrowRoad Identity (NRID) patterns developed from her data-driven research and engaging the five forms of capital available to us all—human, social, intellectual, cultural, and spiritual—Dr. Jolly shows a personal journey to true transformation.

Download or read book The Essential Guide to Walt Disney World written by Jessie Sparks and published by Travel Made Easy. This book was released on 2023-02-15 with total page 418 pages. Available in PDF, EPUB and Kindle. Book excerpt: Updated 2/15/2023! Walt Disney World is more than its four amazing theme parks and two water parks. It goes far beyond the hundreds of restaurants and themed hotels. Learn valuable, time-saving secrets that show you how to travel like a VIP in this comprehensive tour guide, written by Orlando locals and Disney insiders. It's Disney Made Easy. Here is just a portion of what we share: * Lightning Lane & Genie+; * Recent Operational Changes; * Over 50 freebies you can take advantage of around Disney World; * Special activities outside of the parks; * How to reserve Lightning Lanes and use Genie+ so that you don't waste time in hot lines; * How to get extra hours in the parks; * How to save money on food; * The best hotel value for your size of family; * Where to dine with your favorite characters; * How to get the most of your character meet-and-greet experience; * Romance in the parks; * What you will find inside Florida’s newest “town,” Disney Springs, Walt Disney World’s downtown shopping center with food and entertainment; * Information on behind-the-scene tours and special events; * How to avoid crowds; * What months and days to visit; and * What to wear to ensure your comfort during any season