How to Double Your Revenue from Proof-of-Concepts

Proof-of-Concepts (POCs) are supposed to move your deal one step closer to closed-won. But for most SaaS startups, they do the opposite—they stall, go quiet, and fade out.

Why?

Because most founders believe the POC is the deal.

They assume once a prospect agrees to test the product, the hard part is done. But the real failure happens before the POC starts—when you enter the process with no clear success criteria, no stakeholder alignment, and no visibility into what happens after.

The result? A product that technically works—but a deal that never closes.

If you want to double your post-POC conversion rate, here’s how to treat your next POC like the real sales stage it is—not just a technical formality.

Step 1: Agree on Decision Criteria Before the POC

Before a single line of code is run or a test account is created, get clear on this:

• How will success be measured?

• Who defines that success?

• What happens if the POC is successful?
  

Your goal is to co-create the criteria the prospect will use to evaluate your solution. Then, document and confirm those criteria in writing.

This alone increases your odds of closing by 50%. Why?

1. You control the playing field.

2. You reduce the risk of "we’ll get back to you" after the POC ends.
   

This is where technical founders often go wrong: they’re confident the product will impress. But if there’s no shared definition of "success," the deal has no forward momentum.

Step 2: Map the Decision Process Before Launch

Once criteria are aligned, shift your focus to the buying process.

Ask:

• What happens after the POC ends?

• Who needs to sign off, and when will they be involved?

• Is there a budget allocated if it works?

• Are stakeholders aware this is moving forward?
  

Without answers to these questions, the POC is just a test environment. With them, it becomes a structured step in a predictable sales process.

Too many founders run blind POCs that generate "feedback" but no commitment. A real sales process means you’re managing expectations, timelines, and decision-makers—not just clicking around in a sandbox.

The Founder Protocol Is Where Founders Go to Close Smarter

If this resonates with you, you’re not alone.

Inside The Founder Protocol, we dive deep into real-world topics like:

• Turning POCs into committed deals

• Pre-qualifying opportunities before wasting time

• Leading a sales process without sounding like a salesperson
  
  

But more importantly—this isn’t just coaching. It’s a community of founders navigating the same $0 → $1M journey. You’ll get:

• Bi-weekly live deep dives and Q&A so you’re never stuck guessing

• Access to frameworks and templates updated monthly, including POC planning docs

• Private founder community to ask questions, share wins, and stay accountable
  
  

Most founders don't need more tips. They need structure, feedback, and founder-to-founder support.

If you're ready to sell with confidence and finally scale past scattered, inconsistent deals—join us.

Talk soon,
Guillaume Duvaux