Technical evidence shows that the solution met defined requirements. Commercial evidence shows that the buyer has a sufficient reason, ownership and resources to proceed. A positive test does not automatically provide the second.
Ask who owns the outcome, how value is assessed, what trade-offs remain and who must approve. Keep the conversation grounded in the customer's priorities rather than demanding closure because the product worked.
Work with the champion to bring in business and finance roles where relevant. A peer reference may help address practical value concerns. Validate any external introduction path and coordinate it with the account team.
Agree a useful next step or revise the opportunity's timing and qualification. Do not keep a deal in a late stage solely because the technical test succeeded.
Orbb can help research people and coordinate appropriate access. Sales still owns the commercial case and the buyer's decision process.