The Proof of Concept Approach for Manufacturers

There is a significant difference between the traditional purchasing process that describes a product with canned demonstrations vs. one that applies a Proof of Concept (POC) approach. The former leaves a customer with little clarity about whether a software product might be right for their manufacturing plant in particular.The POC approach proves that product's value to a customer within a realistic model. The purpose of a Proof of Concept is to verify the software functionalities will, in fact, have the potential for a specific real-world application. It is a true prototype grounded in a manufacturer's actual data.

At PlanetTogether we begin the POC process by focusing on the opportunity cost – the risk – of not utilizing a planning and scheduling solution focused on improving profitability. We also emphasize compressing the lengthy time-frame associated with manufacturing software sales cycles. Taking the step-by-step Proof of Concept approach, first we offer a mini-implementation within 30-90 days. We understand that customers come to us because they have a problem to solve and cannot wait years for a solution. This is not just a test drive with canned data; it is a true model that will allow stakeholders to decide on a full roll-out quickly. We always address the following concerns for each model we build: data, expectations, timeline, and implementation.

Data

Our clients want to know: is our data good? Since we work directly with the data itself, our initial focus is pinning down the information that is needed to set up a realistic model. Our engineers spend time identifying company objectives and optimal processes in order to zero in on your current strengths and weaknesses. We also look at the critical routing data. At this stage in the process, we may uncover data gaps or details that are not necessary. Our clients find this information gathering process extremely useful in moving forward with a Proof of Concept.

Expectations

The POC process does a great job of setting realistic expectations while accounting for real world limitations. It is important that everyone is on the same page and knows what to expect week by week during the model's formation. We factor in some variability because data and analyses may uncover opportunities that were not obvious initially. Going through this process sometimes reveals that only 20% of operations need to be fixed right away and the remainder can be dealt with later. We say you don't need to boil the entire ocean but rather focus on just the essential but problematic items.

Timeline

In just 30-90 days a mini-implementation can show the efficacy of our model. We provide a week-by-week timeline with a minimal time requirement of the customer's staff of only 2-5 hours a week for training purposes. This is a substantially compressed timeframe compared to a traditional demo that might take six months or more to fully implement.

Implementation

Once the model is tested, a full roll-out decision can be made; actual data is used, goals are discussed, and a common understanding of the manufacturing process exists between our technical staff and our client's team. In fact, by the time the model is completed, as much as 80% of the software has already been structured with only minor pieces remaining. Opting for a POC first decreases the cost of software implementation considerably. There is no need to start the roll-out from scratch since most of it has already been completed and tested. In addition, a strong business case can be presented to upper management since the model has been proven in the context of their business.

In order to truly make a wise investment decision, companies must rely on a hands-on demonstration of software to justify implementation. Every business deals with challenges specific to them and without proof that integrating new software will alleviate those challenges, it is harder to feel confident moving forward with a full implementation.