Glossary
Proof of concept vs proof of value.
A proof of concept (PoC) shows that a product can technically work in the buyer's environment; a proof of value (PoV) shows that it is worth buying — measured against business outcomes, not just function.
Also: PoC · PoV
The distinction decides what the evaluation measures. A PoC asks 'does it integrate, does it scale, does it pass security?' and is run by technical evaluators, often in a sandbox or trial environment. A PoV asks 'did it save the hours, raise the number, reduce the risk we bought it for?' and is judged by the economic buyer against criteria agreed up front. Late-stage enterprise deals increasingly skip the open-ended PoC for a scoped PoV with success criteria.
Demos sit before both: an interactive demo qualifies interest and aligns stakeholders cheaply, so the expensive PoC/PoV effort is spent only on deals that already believe. A leave-behind demo also keeps the wider buying committee oriented while the technical track runs.
In Tellane: Tellane covers the demo stage — the guided walkthrough before a PoC or PoV — not the evaluation environment itself; that is sandbox territory. See how →
FAQ
One more question
When is a PoC unnecessary?
When the technical risk is low and the question is really priority or budget — then a PoV against agreed outcomes, or even a strong demo plus references, moves faster and costs both sides less.
Related terms
Often confused with
Comparing tools?