Pilot Projects Ease New Software Buying Decisions

Complex products sometimes require long term use in the user environment to verify the viability of the solution being evaluated. Busy buyers have little time to set work aside and evaluate in depth.

The Pilot Project enables the use of a product before the buyer decides to purchase. The evaluated products can be used on a real project, exposing features, usability, and vendor support in a full customer experience. A successful Pilot Project lowers the buyer’s risk.

The Pilot Project must include several elements:

Clear, mutual, and specific objectives

Pilot Projects must have clear objectives. I call these Critical Success Factors (CSFs), which are specific, measurable, achievable, relevant, and time bound (SMART). CSFs focus the Pilot Project on the objectives and guide both parties on how well the objectives are being met.

Both vendor and user propose CSFs and agree on how the Pilot Project will address these objectives. CSFs include functional and business elements to address vendor and user requirements. The user will want to document the features needed and the ability of the product to work within a certain environment. The vendor will want to ensure that the project will be done within a certain time window, limit the number of test cases, understand the decision process, and confirm the user’s ability to buy.

Pilot Project Roadmap

Using the CSFs agreed to by both parties, create a Pilot Project Roadmap outlining the activities, timeline, and objectives of the Project. Clear goals help to schedule resources, avoid surprises, and stop a Pilot that shows little promise of success.

What the vendor and the user will do

Both vendor and user must commit the necessary resources to help the user determine the software fit within the targeted timeline.

• Vendor services and support required for training, installation, and data files.
• System and installation requirements.
• Files needed in and out.
• Main contacts assigned by each party.
• Specify if paid services are required.
• Formal progress reviews.

Each review uses the CSFs to determine what is completed and still outstanding. The reviews tell both parties if anything needs to change for the Pilot Project to be successful. An update one week after installation is common, followed by weekly or bi-weekly Pilot Project reviews.

A successful pilot helps decision making

In most cases, the user needs to justify or recommend a product to someone who will approve the decision to buy. This justification and recommendation take time and could even represent a career risk in the case of large purchases. Documented results of a Pilot Project will show how well the user’s Critical Success Factors are met or addressed and present objective data for making the decision to buy.

Next time you find that there is not enough time to evaluate, suggest a Pilot Project to verify product fit and test the full customer experience.

Modesto (Mo) Casas

www.inregion.com

Tags: accelerate, EDA, growing sales, sales

Categories: business, growth

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