How to Run Pilots
The biggest mistake founders make when running pilots is that they believe the company they are trying to sell has a standard process for evaluating software. For the most part, this is not true. You actually have to design your pilot to maximize the chances of landing a deal. You need to figure out what success looks like, who are the important stakeholders, how long the pilot takes, how the pilot will be judged, what will be accomplished during the pilot, and what will happen when the pilot comes to a close. A presentation by Yuri Sagalov, former YC Visiting Partner & YC alum, on how to structure B2B and Enterprise pilots. He covers proof of concept (PoC), free pilot / paid pilot, objection handling, and success criteria. Video & Slides Here we cover our best advice on email marketing. Remember to be careful about doing email marketing from your primary email address/domain. If Gmail determines you are spamming people (which you shouldn't do) your normal emails might also stop being
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