alt Hacker NewsThat is true. My current work is in bespoke environments with mainly non-technical buyers who have been burned in the past. Our POCs are pretty minor lifts to build credibility and have worked extremely well.
If you're working in SaaS or commodity products and have to run POCs a lot, you're totally correct.
Your company is selling the 'valet service' more than the products.
There are people willing to pay for convenience AND security at the same time (hire someone else to manage the problem, and they're the 'key').