We’ve regularly discussed how RFPs / PoCs are usually an inefficient way of finding new products or partners for your OSS (see this link). They’re often ineffient regardless of whether you’re a supplier, buyer or integrator. They tend to be expensive and time-consuming for all involved.
The short paper shown below by Peter Willis, the ex-Chief Researcher at BT, provides a really insightful insider’s perspective as to why Proofs of Concept go wrong.
In just one of the points raised in the paper, a shortened list of why PoCs don’t lead to adoption / sales includes:
- Failure to demonstrate credible value to the telco
- The value of the technology or component is not significant enough to give it sufficient priority
- The PoC was not realistic enough
- The PoC was not demonstrated to the right stakeholders
- The technology does not fit into the telco’s operational model
- The wider telco community has a negative view of the technology
- Existing (incumbent) suppliers offer their own alternative technology
- The technology demonstrated in the PoC gets overtaken by another technology
Great insights into a telco’s mindset and challenges from the buyer’s perspective.
It’s great to see that the Telecom Ecosystem Group (TEG) and TM Forum are both expending effort on finding a better way to bring buyers and sellers together.