Sales technology has continuously evolved and expanded its use case over the past few years. We are now seeing this process trickle down to presales activities as well. Previously, organizations viewed presales as "the person who does the demos" instead of a prospect's first interaction with their product.

With evolving technology, these presales professionals have also gained the necessary software that enables their jobs and tracks their progress. Presales software streamlines the demonstration process to save time and lets presales professionals conduct demos, proof of concepts (POCs), or proof of validation (POV).

POCs and POVs typically occur in the final stages of the presales process and are used to show that a product can solve a customer's pain points. POCs and POVs are similar, with POVs commonly known as a lighter version of a POC. Both aim to ensure value to the prospect.