Stop finding "Veruca Salts." Start building a process to find your "Rudys."

Most edtech companies make it all too easy to start a pilot. We flood the zone with free access, hoping for the best. The result? A misalignment of expectations. The teacher just wants a free tool, and we're left chasing them for a discovery meeting.

This process is broken. It devalues your product and attracts the wrong users—the "Veruca Salts" who have no skin in the game. You need a new playbook.

In this training, I show you how to abandon the all too easy approach and build a pilot process that expects heavy lifting. You'll learn how to create a high-value experience that filters for your "Rudys"—the curious, motivated teachers who will work to become true partners.

This training is for...

• Sales Leaders who need to fix their "pilot-to-paid" conversion rates.
• Account Executives tired of chasing low-engagement pilots that go nowhere.
• Customer Success Managers responsible for onboarding and converting free users to paid accounts.

Key frameworks and takeaways

This session provides my "Three E's" framework for designing a pilot program that converts. You will learn:

• 1. Build EXPERIENCES: How to replace your static request form with a questionnaire that gathers high-gain data and makes the application itself a valuable brand experience.
• 2. Set EXPECTATIONS: How to get admin buy-in for compliance and record-keeping, so the superintendent is in the loop from day one.
• 3. Encourage EXPERIMENTS: How to require skin in the game by having pilots test a thorny concept using a "mini pilot."
• How to Reframe Onboarding: A simple language shift to stop requiring a kickoff call and start rewarding them with a meeting they qualified for.