This playbook, developed by Robert Koehler, lays out the key steps to running an effective trial with prospective customers and best practices for increasing trial conversion rates.
Why it’s important: Managed trials substantially increase conversion rates, reduce sales cycles and eliminate high trial extension rates.
What it is:
A trial, sometimes called a pilot or proof-of-concept that:
- Starts with a mutual success plan to ensure buyers have skin in the game
- Conducts checkpoint meetings to ensure early activity and usage
- Produces an executive impact report to align the trial with the buyer’s burning business challenges
When to use it:
Before the proposal stage, only when a client agrees to a mutual success plan and indicates that a successful trial
will lead to a purchase decision with a definitive timeframe.
