Understanding where OSS POCs go wrong

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.

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