How to Run a B2B Software Pilot Program and Get Your First Customers

[@AnshulKumar0105]

Thanks a lot for taking out your precious time to discuss this topic. This discussion was exactly what I was looking for. I created a product in an already established market and was looking for some direction on what I will have to do next to build trust so that I can have customers.

[@headwayio]

Glad you found it helpful! Feel free to connect with Andrew on LinkedIn if you have any questions!

[@fcredi]

Very insightful! Thanks both of you for this! Understanding their pain points before showing anything is genius 🙏🏽🔥

[@headwayio]

It’s easy to want to just share your solution, but sometimes it creates false positives when looking for natural validation.

[@archiee1337]

valuable info, thank you

[@CourtneyKrstich]

Great video! In your opinion, how long should the pilot program last?

[@headwayio]

This depends on the product and the goals of the pilot. 1 month is enough to onboard and start getting the feedback you need and for a user to experience value. After that 1st month you can start to create new goals based on what you learned and decide if you want to keep the pilot users, or find new ones that align better with the type of feedback you need. An example of this might be, a different market segment, or different user type if the software you create has multiple user types (admin vs employee, seller vs buyer, etc) Let us know if you have any more questions around this!

[@same.7939]

Great content! Thank you both for taking the time.

[@headwayio]

You bet! Glad you found it helpful. - Jacob

[@worldwithnatalie7173]

SLG early on rather than PLG - really relatable !

[@headwayio]

Thanks Natalie! - Jacob

[@AlokKumar-rc2wb]

Thank you both for such a wonderful video! I am a new fintech entrepreneur. I loved this video. Keep up the good work!

[@headwayio]

That's great! Do you have a link to share what you are working on?

[@bkrg8125]

How do you come up with metrics when the problem you are solving is actually lost man hours? No organization keeps track of the time they spend on working something whereas if your software makes that time dramatically less thats a real win but the question is how do you benchmark that?

[@headwayio]

The only way to create a benchmark or prove what you are saying is with data. Going off “a feeling” won’t instill confidence in a potential buyer. They will want firm evidence of some kind. If productivity such as cost to complete goes down or output speed goes up, after using your product, that would be a metric to follow. “Less time spent doing X increased Y output by 22% in the first 2 months.”

[@cheesedust-n3w]

Is there a template you can share with us? I love this way of thinking about MVPs and PMF.

[@headwayio]

At the moment we don't have that available, but it's something we are working on. Feel free to connect with Andrew on LinkedIn to learn more about it. > www.linkedin.com/in/andrewverboncouer/

[@zubairself]

Great insight ❤

[@headwayio]

Glad you think so!

[@troooooper100]

surprisingly useful

[@headwayio]

right on! thanks friend!

[@rohandhyani4940]

well done 👍

[@headwayio]

Hey thanks! Let us know if you have any questions if you apply any of this to your own pilots. 💪

[@rohandhyani4940]

@@headwayio yes, I am trying to collect more knowledge about b2b saas products for launch but have not found any valuable stuff on youtube except your content. tell me how will i connect with you

[@headwayio]

We have more free resources on our website here: www.headway.io/resources If you want to chat with our team: www.headway.io/free-consultation

[@-Kimma-]

What's PLG and SLG? This is a common mistake to use abbreviations in presentations but never speak them out in full. This make a presentation less accessable to people not already familiar of the topic.

[@headwayio]

Good catch. We should have clarified. It means "Product-Led Growth" and "Sales-Led Growth." More info on PLG here: productled.com/blog/product-led-growth-definition

[@-Kimma-]

Oh, I see. Thanks a lot for the answer and article link 🙏

[@headwayio]

@@-Kimma- happy to help!

[@rileycx]

💪💪💪