So we have a solution, sense of the value it will create and approach for taking it to market. How can we demonstrate to potential customers that our approach is superior to what is being done already? Quantified results, ideally captured in the context of a customer proof-of-concept or proto-type will go a long way towards convincing candidate customers (as well as ourselves) of how far our solution will go and (often) what direction should deployment take. Some things to consider are
- How can we efficiently prove viability?
- Can we co-develop a customer proto-type?