with your Champion

The Proof Phase is where you demonstrate the value and fit of your SaaS solution to your Champion. At this stage, your Champion has expressed interest in your product and needs to see how it addresses their specific challenges. It’s about proving that your solution can meet their needs through product demos, case studies, and testimonials. The goal is to build confidence in your solution, showing its effectiveness in real-world scenarios and helping the Champion feel secure in their decision-making process.

To navigate the Proof Phase effectively, it’s essential to keep the conversation focused on your Champion’s specific goals and pain points. Collaborate closely with your Champion to ensure they understand how your solution directly addresses their needs. Leverage product demonstrations, trials, and real-life success stories to illustrate the benefits. Throughout the phase, continue to reinforce the relationship by actively listening, addressing concerns, and tailoring the proof to meet their unique situation, ensuring the Champion remains engaged and confident in moving forward.

Getting buy-in from your Champion during the Proof Phase is crucial because they will be your advocate in securing approval from other decision-makers. Their support helps ensure that the product’s value is clearly communicated within their organization, increasing the likelihood of a successful outcome. The Champion's buy-in also signals that they believe in the solution, which builds trust and momentum, making it easier to move into the final stages of the sales process. Without this internal alignment, the deal may stall or face resistance during the negotiation phase.