Increase Your Startup's Success with a Risk-Free Pilot Program

Name: Increase Your Startup's Success with a Risk-Free Pilot Program
Uploaded: 2024-02-09T16:13:20+00:00
Duration: 42 s
Channel: Jason M. Lemkin
Description: Jason M. Lemkin argues free pilots kill deals. If a prospect won't pay $5,000–$10,000 per month for three months, it's not a priority for them. A…

9 Feb 2024 · 1 min

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Jason M. Lemkin argues free pilots kill deals. If a prospect won't pay $5,000–$10,000 per month for three months, it's not a priority for them. A modestly priced pilot signals you understand enterprise risk and can double your close rate.

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And you don't need to do free pilots. Free pilots are a horrific idea in the enterprise. They're terrible for both sides. If you can't budget $5,000 or $10,000 a month for 3 months for a pilot, it is not important to you. It is simply not important. So that's the mistake startups make. They give away these free pilots and it's stressful. No, create a program that is fair to both sides and has limited risk. And I think your conversions will double in the startup. The enterprises will immediately know this is the type of startup I want to work with. They understand risk in the enterprise. Most founders do not understand risk in the enterprise. They do not get it. They do not understand it. The perfect pilot, I think, can double the odds the startup gets the deal and can double the odds that