FDE-013field-patterns/pre-sales-demos-and-pocs.mdUPDATED: 06/18/2026
Pre-Sales Demos And POCs
Pattern
Name: Pre-sales demos and POCs
When to use it: When a customer needs to see whether a proposed solution is credible before a full implementation.
Why it matters for FDE roles: Many FDE roles blend engineering, solution architecture, technical sales, and implementation.
Plain-English Description
A demo shows a possible solution. A proof of concept tests whether the solution can work against a specific customer need, data shape, or integration constraint.
Situation Signals
- Job listing signal: demos, POCs, pre-sales, solutions engineering, customer validation.
- Customer signal: interest is high but trust, fit, or feasibility is unproven.
- Project signal: the team needs evidence before committing to full buildout.
What To Ask
- What question should this demo answer?
- What data, system, or workflow makes it real enough?
- What would count as success or failure?
- Who needs to see it and decide?
What To Do
- Build the narrowest credible scenario.
- Use realistic data or clearly label mock data.
- Show one happy path and one failure or review path.
- End with decisions, gaps, and next steps.
Artifacts To Produce
- Diagram: demo architecture or workflow.
- Checklist: POC success criteria.
- Demo/prototype: scripted walkthrough.
- Customer-facing note: findings, limitations, and recommendation.
Failure Modes
- Demo impresses but does not answer the buying or implementation question.
- Happy path hides the hard part.
- Mock data is mistaken for production readiness.
- No explicit next decision.
Interview Language
One sentence I could say in an interview:
I like POCs that answer a specific implementation question with realistic data, clear success criteria, and an honest view of gaps.
Relevant work experience for this pattern: