POC process

POC Process

Customer's request for POC and submission to SF

Quote Approval

Customer's request for POC and submission to SF

General

Kick-off

Quote Approval

POC Categorization and

team building

POC Categorization and team building

ATP editing and final BOM submission

Kick-off

Perform POC Quote Approval Process

The committee members are:

• Leaded by Sales Operations

• Professional Solutions Manager

• Relevant Pre-sales

• Customer Support

• Project Management

Once the customer sends a request for POC, Sales submit an opportunity and BOM to SalesForce and create a quote.

The commercial desk manager sends a loan agreement for the customer to sign.

A weekly meeting is held by the POC committee, which categorizes the POCs according to the customer's importance and the technical complexity.

Pre-sales interest the customer

with Allot's products and create an SDD, which presents a suitable solution for them, and a POC outline that describes the system's abilities.

The POC (Proof Of Concept) is a realization of Allot's products to demonstrate their abilities and advantages to the customer, and lead to a potential of PO (Purchase Order).

The technical leader submits the Site Survey and ATP, and Pre-sales submit the final BOM.

Commercial Desk provide a lead time according to the product's situation and Planning instructions.

Once the team and owner are allocated, the process is handed over from Presales to the POC team. The aims of the kickoff, leaded by the POC owner, are mainly to present and review:

• Gantt chart
• Gap analysis – Identification of customer requirements that are not supported by our products.
• Risk management

IR approval is given by the following authorities: Planning department --> Finance department (budget control) --> VP Global SalesCEO.

ATP editing and final BOM submission

According to the POC level, the owner is appointed and the team is allocated:

Preparation, staging and lab testing

POC projects are graded as following:

C - Requires basic skills & not strategic. Staging not needed

B – Mid level technologically and strategically complexity

A – High level technologically and/or strategically complexity

Implementation

Closure

Success Criteria

Closure

Preparation, staging and lab testing

Implementation

POC owner is responsible for arranging a pickup back to Allot's inventory. POC team issues a POC report describing the project's accomplishments. The customer signs the report.

The customer signs the ATP results.

POC owner and technical leader assure that the product meets the customer's needs and works properly, following the ATP.

Incase of escalation, POC owner opens a case for R&D or Project Manager, according to the problem type.

The installation is performed in three phases:

1. Physical – placing the system in the rack, power up and management network connectivity.

2. Logical Configuration – Allot system configuration, connecting between Allot's different components and getting ready for testing.

3. Technical – Performing the ATP in front of the customer.

Before POC implementation at the site, Allot's engineer must verify the following:

• All stages leading to this point are completed
• ATP was agreed and signed by the customer
• All test results in Allot's lab are successful.

1. Gate for implementation stage + closure:

• ATP criteria: Execution of testing according to plan
• Pass criteria: Quality indicator, percentage of

successful tests

2. Customer approval

There are no deviations from the ATP. If the customer requires deviation - POC manager must approve.