Article

Dear SaaStr: We're Starting a Big Paid Pilot. How Do We Maximize the Chances of Success?

Jason Lemkin · SaaStr Free Intermediate

Picks up right where the previous piece leaves off: once you've decided to charge for the pilot, how do you actually structure it so it converts. It's specific about setting a success metric and a decision date up front, which is the exact mechanism this question's answer points to. Short and practical.

  • Agree on what success means before the pilot starts, in writing
  • Set a hard end date so the pilot doesn't drift indefinitely
  • Involve the economic buyer in the pilot, not just the end user
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The question it answers

  1. Should I offer a free trial, a paid pilot, or a discount to close my first customers?

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