// Sales
POC / Pilot
Also known as Proof of Concept · Pilot
A time-boxed, success-criteria-bound trial of the product against the buyer's real data or workflow.
In depth
A real POC has: written success criteria signed by the economic buyer, a fixed end date, defined executive review, and a mutual action plan for what happens if it succeeds. POCs without these become free consulting and rarely convert.
Related terms
Mutual Action Plan
A shared, dated checklist of steps and owners, buyer and seller, from now to signature and go-live.
Economic Buyer
The single person with discretionary authority to release the funds for the purchase.
No Decision
The most common loss reason in B2B: the buyer doesn't pick a competitor, they just don't buy anything.