Resource Drain from Failed POCs

$100,000–$250,000 per year in analyst time donated to non‑paying prospects and delayed onboarding of paying MSSP customers. • $100,000–$250,000 per year in foregone revenue from production‑like usage on perpetual eval keys and wasted time administering dead trials. • $100K+ per failed POC in wasted engineering/sales resources (6-figure ACV lost)

Ad‑hoc POC pipeline tracking outside the CRM by stitching together spreadsheets, email threads, and slide decks to guess which trials are stalled, who is using licenses, and when to kill or renew environments. • Analysts store POC playbooks, compliance evidence, and alert tuning logs in scattered spreadsheets and shared folders, manually compiling status decks for stakeholders. • Analysts track each reseller‑customer combination and its POC tasks in informal spreadsheets and partner‑specific Slack channels.