With so much good quality IT & AV equipment on the market, from a wide range of Technology manufacturers the differentiating factors between one machine and another maybe very small, and a customer’s choice maybe all around their belief that a particular feature could add value in their organisation. The role of a proof of concept evaluation is to turn that belief into a proven fact, and move the customer on to commitment….if there has been an opportunity to use the product extensively, and everything checks out…. what else needs to be proved?
When new Technology comes, there does need to be a pipeline of potential early adopters out there in the customer base. Early adopters need to be convinced that the benefits that have been pre-announced are worth the investment required. So “pushing” out new technology to get a groundswell of positive opinion crossing over the blogosphere is a great way to get a fast return… and an evaluation offer to a wide span of interested users is a great sales tactic to make that happen.