Stop Confusing Demos with POCs — Your Pipeline Depends on It

The article distinguishes between product demonstrations and proof-of-concept (POC) engagements, arguing that confusing the two damages sales pipelines. A Demo answers whether a solution can do what is needed, while a POC answers whether it actually works in a specific environment at scale — and Agnihotri provides guidance on running effective demos as narrative-driven experiences and structuring POCs with clear success criteria, defined timelines, and decision gates to prevent stalled technical validations.