Create a Hook
Guarded Releases — Risk Reduction & Stability
ex: What is “You can’t scale software if you can’t control the blast radius”?
CTO (senior persona) evaluating experimentation strategy
Ex: What is Informed decision-making, speed to insight, or measurable business impact?
These are the three core questions a great POV should answer.
What are: Why this account? Why now? How can we help?
AI Configurations — Time to Market
Ex: What is “The risk with GenAI isn’t just what you build. It’s how long you wait to change it”?
AI Engineer building GenAI features
Ex: What is Iterating on prompts and models at runtime or monitoring AI performance without redeploying?
Your competitive edge in a POV comes from this blend of public and private data.
What is: Public research + ‘secret’ prospect insights?
Experimentation — Informed Decision-Making
Ex: What is “You can’t afford to guess”?
VP of Engineering overseeing platform release velocity
Ex: What is Consistent, scalable release processes or faster time to value?
This foundational document informs your POV and helps uncover strategic direction, competitors, and GTM strategy.
The Account Plan?
Release Management — Consistent, Scalable Release Processes
Ex: What is “You can’t scale innovation with one-off release processes”?
Developer IC working on release pipelines and deployments
Ex: What is Frictionless, reliable deployments or developer autonomy?
This 2–4 sentence statement links LaunchDarkly’s value drivers to the account’s initiatives and personas.
What is: The Value Hypothesis?