The goal of any customer interaction is to help move the relationship forward. To make sure that it is during your pilot projects, it’s essential to include terms for a conditional purchase of software.
To avoid endless periods of pilot trial, it’s best to build in the acceptance criteria for your pilot projects. A memorandum of understanding (MOU) between the company and your startup can help crystallize an intended common line of action.
Perhaps the pilot needs to move core metrics, a certain level of ROI needs to be reached or the solution must just function as promised. In any case, there has to be a pre-determined way to evaluate the success of your pilot projects.
If you hit certain core metrics, then the company will buy the product. After 60 days of the solution doing what is expected, the company will buy.
The prospect needs to validate that the product is worth the price you’re asking. Offering a risk-free (not free) pilot can help solve that problem.
Start the clock on their bill from day one of usage, not after the trial. If they reject the service during the trial, then they pay nothing.
More on Pilot Projects in B2B
- Why You Want to Consider Doing a B2B Pilot Project With Your Customers
- B2B Consulting: Can Consulting Help You Build and Validate a Business Faster?
- What To Do When Your Pilot Customers Are Not Using Your Product
⚡⚡ Enjoyed this content? I go into way more detail on this subject in Lean B2B. It covers the ins and outs of finding traction in the market for B2B products. Check it out »
Download the First 6 Chapters for Free
This sampler covers the differences between B2B and Business-to-Customer (B2C) product-market validation, shows you how to define your vision for success, find early adopters, select market opportunities and assess a venture's risk. Download The First 6 Chapters Today »