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I disagree. Quite often people drag their feet with actually trying the product during free pilot. If they have already paid for it there will be more urgency t
by yread 8y ago
I disagree. Quite often people drag their feet with actually trying the product during free pilot. If they have already paid for it there will be more urgency to integrate it.
Edit: if you dedicate resources to a pilot then it might as well be free but lots of companies don't automatically do that is my point
- marketgod 8y agoFireEye does this well in their sales process. They make the organization invest time. I.e. You sign a contract to allow the trial tier only if it is installed on a number of systems in a given period of time, if that is not met, there is a consultancy fee. Once you invest time into the system, the organization is compelled to go forward with it.