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

Get your first customers and successfully launch your B2B SaaS pilot program. Andrew shares how to run a software pilot plan and ways to make them more successful.
Struggling to acquire your first 10 customers for your B2B SaaS startup?
Andrew’s tips for running a successful software pilot can help with that.
Learn best practices for launching a B2B SaaS pilot program and acquiring your first customers. Andrew will share insider tips and tricks to help you execute your pilot program effectively, measure success, and guide your growth strategy.
You'll learn how to:
- Successfully launch your first software pilot program
- Acquire those crucial first customers
- Effectively execute a pilot program and measure success
- Use your experience to guide your growth strategy and pitch investors with confidence
Free Resources Mentioned
Headway Resource Library
www.headway.io/resources
Ready to Scale Video Series
www.headway.io/ready-to-scale
Startup Foundations Video Series
www.headway.io/startup-founda...
Founder's Mindset Video Series
www.headway.io/startup-founda...
ProfitWell - Willingness to Pay
www.profitwell.com/recur/all/...
Connect with Andrew
/ andrewverboncouer
Book a Call
www.headway.io/free-consultation
00:00 - Intro
02:16 - Benefits of a Software Pilot Program
04:55 - PLG vs SLG SaaS Pilot
10:10 - Software Pilot Best Practices
16:13 - Your First 5 Pilots
20:35 - Selling Your SaaS Pilot
25:26 - Ongoing Call Structure
30:35 - Continuous Impact Loop
35:01 - Q&A and Discussion
39:58 - Pricing Paid SaaS Pilots?
42:45 - Pitching Your Software Pilot?
47:05 - LinkedIn for Finding First Customers?
53:03 - Closing Thoughts

[@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.

[@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!

[@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?

[@worldwithnatalie7173]

SLG early on rather than PLG - really relatable !

[@headwayio]

Thanks Natalie!
- Jacob

[@same.7939]

Great content! Thank you both for taking the time.

[@headwayio]

You bet! Glad you found it helpful.
- Jacob

[@zubairself]

Great insight ❤

[@headwayio]

Glad you think so!

[@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

[@paolom4329]

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/

[@rileycx]

💪💪💪

[@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.”