I recently had Austin Kreinz, CEO of Atomix, on the Backseat Startup Podcast. Atomix is a fulfillment partner that helps e-commerce brands grow and scale with their unique model. Austin and I answered the question, "How to find success with pilot programs?"
I asked Austin about his company's approach to pilot projects and how to make them a success. He shared some insight based on his own experiences working with clients, specifically mentioning two examples of piloting their solution with Enterprise clients.
First and foremost, Austin emphasizes the importance of transparency and clear communication with the client. It's crucial to clearly define the expected outcomes of the pilot and regularly update the client on progress. In addition, providing excellent service and responsiveness can go a long way in winning over the client and converting them into a recurring customer.
As a B2B company that sells a complex product, Atomix is willing to put in the extra effort to make their pilot projects a success. They understand that the pilot process can be a make or break moment for potential clients, so they are dedicated to delivering the best possible experience.
Overall, Austin's advice for making a pilot project a success includes being transparent, clearly communicating expected outcomes, providing regular updates and amazing service, and being willing to put in the effort to win over the client. By following these steps, you too can increase your chances of converting pilot clients into long-term customers.