Enterprise Pilot Playbook
Assemble’s Pilot Playbook
Manage a guided pilot and empower buyers with the information they need as they evaluate your solution.
Assemble is a compensation management platform that enables companies to make more strategic, fair, and equitable compensation decisions. Co-founder Enrique Esclusa uses this playbook to manage guided pilots with potential customers and formalize the partnership at the end of a successful pilot.
Why should I use this playbook?
Use this playbook to keep your pilots on track and aligned around a shared end goal or success criteria. Assemble offers pilots for either larger value deals who request one, or when they just released a new feature and use a pilot to test it and gather feedback.
What’s in this playbook?
Assemble’s pilots are typically quick (two weeks), with the playbook including these stages:
- Discovery – completed before the playbook is introduced
- Pilot – metrics & timeline, invite users, check-in, review
- Formalization – make it official!
- Resources – links to helpful resources
Who is this playbook for?
SaaS sales teams that provide a relatively lightweight, fast pilot of their product during evaluation.
How should I use this playbook?
Enrique’s advice for getting the most out of your pilots:
- Focus on what matters
To make your pilots lightweight and help prospects see value faster, focus on the main use case(s) they want to solve, instead of trying to cover every aspect of your platform.
Find ways to make it specific to your customer and demonstrate value without having to do a ton of heavy lifting.
- Be clear and proactive
While you’re on a call with the customer, add dates and invite stakeholders live. Set a clear timeline and owners and show the key steps that will take them through the pilot.