Peter Cohan, principal of The Second Derivative.

OBJECTIVE: Learn how to meet your deadlines, reduce your costs, and improve your closure conversion rates for software evaluations, trials and Proof-of-Concept events.

It is almost the end of the quarter. Achieving your numbers depends on the outcome of an evaluation that has been running for the past three months. The end-user group has finally put in a few hours of use with your product and has gathered to vote: Go or No Go ...

What will be the outcome?

Evaluations are the single most expensive component of a software sales process - and yet the number of evaluations executed every quarter that fail is surprisingly high. In this Webinar, Peter will share guidelines, best practices, pragmatic tips, and some novel ideas to help you break away from the "standard" ideas for evaluations, trials and POC's - to help you make that key eval a success.

Speaker bio:
Peter Cohan is the founder and a principal of The Second Derivative, a consultancy focused on helping software organizations improve their sales and marketing results. In July 2004, he enabled and began moderating DemoGurus®, a community web exchange dedicated to helping sales and marketing teams improve their software demonstrations. In 2003, he authored Great Demo!, a book that provides methods to create and execute compelling demonstrations. The 2nd edition of Great Demo! was published March 2005. Before The Second Derivative, Peter founded the Discovery Tools® business unit at Symyx Technologies, Inc., where he grew the business from an empty spreadsheet into a $30 million operation. Prior to Symyx, Peter served in marketing, sales, and management positions at MDL Information Systems, a leading provider of scientific information management software. Peter currently serves on the Board of Directors for Collaborative Drug Discovery, Inc. and the board of advisors for Excellin, Inc. He holds a degree in chemistry. Peter has experience as an individual contributor, manager and senior management in marketing, sales, and business development. He has also been, and continues to be, a customer.

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