POC Indecision and Deal Stalls
Definition
Potential customers in data security software experience friction from indecisive POC outcomes, leading to lost deals as buyers hesitate on new technologies; 58% of IT executives always use POCs but see low conversion due to trust gaps and poor execution.
Key Findings
- Financial Impact: $Lost pipeline value (POC conversion <50%; delays purgatory status for multi-year contracts)
- Frequency: Throughout enterprise sales cycles
- Root Cause: Lack of demonstrated value, specific use cases, and speed in POC delivery.
Why This Matters
This pain point represents a significant opportunity for B2B solutions targeting Data Security Software Products.
Affected Stakeholders
Procurement teams, IT decision-makers, C-level executives
Deep Analysis (Premium)
Financial Impact
$120,000-$300,000 per stalled deal (lost 6-12 month contract value; delayed security hardening creates audit exposure; re-procurement cycles required) • $1M+ lost in multi-year defense contracts • $250,000-$500,000 per stalled deal (delayed deployment of fraud detection; security gap = regulatory fine exposure; 6-month deal extends to 12+ months)
Current Workarounds
Custom Excel trackers for reliability metrics • Excel dashboards for risk assessment • Manual compliance checklists in spreadsheets
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Methodology & Sources
Data collected via OSINT from regulatory filings, industry audits, and verified case studies.
Related Business Risks
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