No POC Should Take 6 Months”: How Sciencey Reinvented Enterprise Sales by Breaking Every Rule

No POC Should Take 6 Months”: How Sciencey Reinvented Enterprise Sales by Breaking Every Rule

Six months. That’s how long banks typically expect a proof-of-concept to take. Sciencey told them they’d do it in three days.

In a recent episode of Category Visionaries, founder Ankit Ratan revealed the counterintuitive sales strategy that helped his banking infrastructure startup land clients like Citi and HSBC: making seemingly impossible promises, then delivering on them in dramatic fashion.

The Problem with Traditional Enterprise Sales

When selling to banks, you’re not really competing with internal teams. As Ankit explained, “You’re never actually competing with the employees of the bank, but you’re competing with long standing embedded vendors in the bank.”

These vendor relationships run deep. “Those vendors are onboarded, they are trusted. There’s lot of relationship between the IT teams within the bank and those vendors. They have been through thick and thin.”

Traditional enterprise sales playbooks tell you to respect these relationships. Build trust slowly. Be conservative with promises. Sciencey did the opposite.

The Three-Day Promise

Instead of following the usual enterprise POC playbook, Sciencey made what seemed like an outrageous promise. “We kind of go and make unrealistic promise and we tell them that this complicated workflow that you think will take six months, you give us three days, we’ll sit out of your office, and we’ll make you go live in three days,” Ankit shared.

The key was setting clear expectations about what that three-day demo would and wouldn’t include. “Of course, it will not integrate with your system, so it will still be know app on a cloud for the moment, but we’ll show you how this will happen in three days in front of your eyes.”

Why This Works: The Capability Gap

The strategy works because it demonstrates such dramatic technical superiority that comparison becomes impossible. “The chasm is too big. Like, you are no longer comparing yourself to an equivalent service or product,” Ankit noted.

This creates what Ankit calls a “magical moment” where banks “definitely understand this is something their current vendor cannot do. They don’t have the capabilities to do it at all.”

Building Trust Through Radical Honesty

After demonstrating dramatic capabilities in three days, Sciencey switches to radical transparency about implementation challenges. They’re “honest enough to say that it will take time to integrate with your systems now, which is probably the harder part. My product works, but your systems are still legacy. There’s a lot of information security aspects you will ask me to do.”

This two-phase approach – dramatic demonstration followed by honest discussion of integration complexity – has driven remarkable growth. Today, Sciencey processes “15 to 20 million journeys a month” on their platform.

The Perfect Market Timing

This approach works particularly well in today’s environment where banks are actively seeking digital transformation solutions. As Ankit observed, “They are no longer asking this question of should we do it or should we not do it? The question has definitely moved to how should we do it?”

For technical founders selling to enterprises, Sciencey’s approach offers a powerful alternative to traditional enterprise sales strategies. Instead of trying to compete on relationships, find ways to demonstrate such dramatic technical superiority that comparison becomes impossible. Use short, contained demonstrations that bypass normal procurement processes. Then build trust through radical honesty about implementation challenges.

The results speak for themselves. By turning speed into a competitive advantage and breaking traditional POC rules, Sciencey has grown to process millions of customer journeys monthly for major global banks – proving that even in the most conservative enterprise environments, dramatic technical capabilities demonstrated quickly can overcome incumbent advantages.