Jason M. LemkinCEO, SaaStr · Co-Founder of SaaStr AI, SaaStr Fund, Adobe Sign

The Power of Pre-Packaged Pilots: Unlocking Enterprise Success

23 Feb 2024 · 1 min

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0:39

Jason M. Lemkin argues that startups—especially those without a well-known brand—should offer prepackaged pilots to enterprise buyers. He notes pilots have long been used (saying they date to the 19th century), that there is no current standard for pilot terms (he cites 2021–2022), and recommends clear offers such as a 90-day pilot to reduce buyer uncertainty.

Questions this video answers

Since the 19th century.

2021 and 2022.

A 90-day pilot.

Chapters

I think it's important discussion. But if you're pre brand right, if you're not already known. Right. To the startups, I think what you, what you, what startups should do is have prepackaged pilots. Pilots have worked since the 19th century in enterprise software. Wherever we started, people have always wanted to do pilots. And folks, and I would say even, even now, even in 2021, 2022, there is no standard for a pilot. How long is a pilot? Is it paid? How, how much is it paid? How does it work? When an enterprise buyer comes in, they don't know what's supported in a pilot. They don't know. Culturally, I don't see enough enterprise startups saying we are thrilled to do a pilot. We will do a 90 day pilot for you. It's.