Published 26 October 2026
How to run a useful proof of concept with a MENA buyer
A proof of concept should end with a decision, not a demo. Six habits that make pilots with MENA buyers more likely to become contracts.
A proof of concept is the point where a good conversation turns into a contract, or quietly stops. These habits help it turn into a contract.
1. Agree the problem and the number before you start
Write down the business problem, the measure of success and the target in one page. For example: reduce document processing time by a defined percentage in an agreed process.
2. Keep the scope small
A pilot of 6 to 12 weeks on one process or one site is easier to approve than a broad programme. Say what is not included.
3. Name owners on both sides
Each side needs one accountable person and one technical contact. Pilots without owners stall.
4. Settle data and hosting early
Decide where the pilot runs, what data is used and who can access it. Many pilots lose weeks to a late security review.
5. Plan the next step before the first result
Agree what happens if the target is met: the commercial terms, the rollout scope and who signs. Buyers find it easier to say yes when the path is clear.
6. Write up the result in plain language
End with a short report that a manager can forward: the problem, the method, the result and the recommended decision.
Where Danato fits
We help scope realistic pilots, make the introductions and keep both sides to the plan, so that a successful pilot has a clear route to a contract.
General information only, not legal or investment advice.