Vendors that support insurance companies have a lot riding on new business opportunities, both from a reputation and an economic standpoint. So it's no surprise that many vendors work diligently to craft the most thorough, fluid and customized proof of concept strategies that they can."We begin by getting an insurer's rating manual and rules engines and basically immerse ourselves in a company's processes," says Wendy Corman, business development officer for Bolivar, Mo.-based Duck Creek Technologies Inc. "We set up side-by-side screens to exhibit what our tool set can accomplish for insurers."

David Holmes, executive vice president, sales and marketing, for Atlanta-based Jacada Inc., relates that when his company's team arrives at an insurer's office, the way a POC proceeds can vary. "For instance, is the carrier wanting to evaluate ease of use of our solution set? If so, they are literally sitting over your shoulder at the desktop watching everything a programmer is doing," Holmes says.

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