Blog
December 31, 2025
To Build or Buy: THAT is the Question
In Presales, to better track Proofs of Concept (POCs), shared spreadsheets or doesn't cut it. It’s time to build, or buy, something. This debate is as old as software itself, and there are advantages and disadvantages of each approach. This blog explores some nuances with a solution to Presales worth considering.
December 31, 2025
Presales and the CRO: 5 “Must Have” Revenue Metrics
Today’s Chief Revenue Officers (CROs) require deeper visibility into technical evaluations, resource allocation, and the true signals that indicate whether an opportunity is winnable. This blog outlines five critical presales metrics and how they enable the presales organization to speak the language of the CRO.
November 25, 2025
Why Your Presales Budget Request Keeps Getting Denied (And How to Fix It)
Stop asking to buy a tool and start selling an ROI multiplier that fixes a documented revenue leak. A 3-step strategy for obtaining budget approval for presales software as well as tips for framing the ask in a way that your CRO will understand and identify with.
November 17, 2025
Stop Worshipping the Pipeline: Why Technical Win Rate—Not Pipeline Volume—Is the Real Growth Engine
Your technical win rate, that is, how often you actually win Proofs of Concept (POCs) and Proofs of Value (POVs); is the real predictor of revenue, efficiency, and product-market fit. The rest? Vanity metrics that look great in dashboards and investor decks, but quietly burn your presales team to the ground.
November 12, 2025
Technical Fit Deconstructed: The 4 Factors That Really Matter in POCs
Effective technical fit analysis is foundational to successful enterprise presales. By clearly addressing functionality, integration, scalability, and security, your presales evaluations become precise, impactful, and consistently successful.
October 24, 2025
Chaos Costs Deals: Why Enterprise POCs Need a Playbook (and How to Build One)
Enterprise POCs fail when chaos rules. Learn how a structured playbook turns inconsistent evaluations into predictable wins—accelerating deals, boosting SE productivity, and proving value faster. Discover how top enterprise teams do it.
October 17, 2025
The Math Behind Presales Automation: Turning Enterprise POCs into Predictable Revenue
This blog lays out why automation is no longer optional for elite sales engineering teams. It also dismantles common objections, quantifies the financial upside for leadership, and makes the case that automation not only pays for itself quickly, but also transforms POCs into a scalable growth engine.
October 3, 2025
Why SalesOps Is the Strategic Multiplier Your Business Needs
Provarity is a pre-sales tool that offers significant benefits for sales operations professionals. It helps streamline the evaluation stage of the sales cycle, providing real-time insights into proofs-of-concept (POCs) and trial periods.
September 4, 2025
Nailing Technical Evaluations: 7 Practices Every Presales Leader Should Know
Technical evaluations Proof of Concept and Proof of Values(POCs/POVs) are foundational to securing enterprise cybersecurity and B2B software deals. Executing them effectively separates industry leaders from laggards. This post distills seven critical practices proven to elevate presales technical evaluations.
August 28, 2025
How Elite Presales Leaders Build Scalable, Repeatable Excellence
Achieving scalable, repeatable excellence in presales is a defining characteristic of elite enterprise teams. This blog explores proven strategies for building a scalable presales organization, creating lasting structures that accelerate team readiness and sustain high performance.
August 14, 2025
POCs: Necessary Evil, or Powerful Tool for the Presales Toolkit?
Let’s face it: Proofs of Concept (POCs) often get a bad rap in presales. They're seen as time-consuming, prone to scope creep, and too often dismissed as free consulting. But what if we stopped treating POCs like chores and started treating them like strategic tools?
June 24, 2025
Why a Proof of Concept (POC) Is Not the Same as a Custom Enterprise Demo
In the world of enterprise software, the terms “proof of concept” (POC) and “custom demo” are often used interchangeably. However, this confusion can lead to misaligned expectations, wasted resources, and failed projects.
