We all prefer a straight sale over a POC that elongates the sales cycle. But the evolving functionality of IBP can cause some customers to proceed a bit more cautiously before fully committing to an implementation. SCMO2 experienced this recently in pursuit of an IBP project with B Braun Medical. Revenues were strong, but internal stakeholders were uncertain how to best leverage IBP for their particular planning needs, and the platform’s feature profile was a bit unclear for their strategy.
The Proof of Concept Request
B Braun requested that SCMO2 develop a POC to highlight the added value that IBP-SOP could add to the organization. While the initial presentation to high-level stakeholders was immensely successful, the real benefit was the internal roadshow that B Braun conducted using our POC platform. By allowing all their business units to explore the solution, with real live B Braun data, broad consensus and excitement was generated. The opportunity also allowed the solution to gather additional requests, identify gaps and collect other requirements to help make the actual implementation even more effective.
Leveraging the SCMO2 IBP Bootcamp
Inviting B Braun representatives to attend our first IBP Bootcamp last fall added credibility to the business case and encouraged them to further explore the potential benefits to be gained. The experience allowed them to learn more about other IBP modules and understand how SCMO2 can help build a bigger roadmap for implementing IBP and driving value. Having a wider understanding of our ability to improve business processes expanded their desire for engaging our planners at a deeper level. Shortly after, SCMO2 was given the green light to proceed with full implementation, and our planners are currently deploying IBP across all their US-based sites. The entire project should be concluded within the next 90 days.
The Long-Term Payoff of POCs
There are clearly some short-term sacrifices that must be made to accommodate a customer’s request for a proof-of-concept phase. But the groundwork laid during a successful POC helps increase customer engagement and improve their sense of ownership for the final solution design. The SCMO2 Agile approach to implementation benefits from this early buy-in, and we expect a higher long-term user acceptance of the platform when compared to other traditional methods. The POC phase may have delayed implementation, but the precision install and user enthusiasm will likely cement adoption, preventing “relapses” into prior negative supply chain planning habits.
