There is perhaps a difference between a pilot that requires active work from the client (integrations, friction) and pilots that are passive (adding users to a

There is perhaps a difference between a pilot that requires active work from the client (integrations, friction) and pilots that are passive (adding users to a SAAS website). In the latter, adding non-free price would be a better indicator of buying intent. Perhaps that is what the article writer had in mind. In the former, though, which is where my comments come from, being willing to do the pilot is already displaying a great deal of buying intent, so adding a price on top is a net negative.