The Situation
Northbridge had strong technical wins but deals died in unstructured proof-of-concept limbo.
The Challenge
No two evaluations looked the same, and there was no agreed definition of "done."
What We Changed
We introduced a fixed-scope, fixed-timeline evaluation framework with named success criteria agreed upfront.
The Result
Deals that entered the new framework closed 40% faster than the prior twelve months.
Key Lessons
An open-ended POC is not a favor to the buyer — it is where deals go to die.