Hey together,
I currently have the issue that due to the economic situation in Germany, many customers are reluctant to make large investments and are pushing significantly more on pilots of our product. How are you currently dealing with this challenge and what strategies work best for you to push directly for a complete purchase/rollout?
1 Like
I have made very good experiences with offering a 12-month contract with an opt-out option after three months instead of a proof of concept.
This allowed me to get directly to the commercial buyer, to get a long-term commitment and to get a great involvement of all parties for the pilot from the beginning.
The results were also strong, almost nobody made use of the opt-out right.
1 Like