The Importance

&
Process of Trial
Importance & Process of Trial

Overview Why do we send out Trial?

Trial Process When & what steps to follow?
Process Objective What to expect out of a Trial?
On-boarding How to conduct Training & follow ups?
Establishing Timeline Decision & Trial Close
Conclusion (Q & A) The outcome of Trial
 Overview: A Good Trial has its own merits

1. It Saves Good deal of Valuable Time (We know what stage of opportunity we are at)

2. It Gives the Point of Push Ahead or Stop (We know how interested our prospect is)

3. It Keeps AE’s on their Toes (Actively conducting trainings and follow up)

4. It is Opportunity to improve upon (Learning more about the needs and competitors)

5. It Encourages Go ahead Even When Negative Signal Comes (To have hands-on
experience)
 What is a Trial?

A trial is a great way to let potential customers evaluate the KeepTruckin

products and see the value discussed during the Presentation stage
before purchase. It’s important to note that a trial is more than just “trying it
for free.” There are several keys to success that must be met during a trial:

Keys to Success

● Define Trial Conversion Goals

● Schedule appropriate Touch Points
● Be available to assist customer
 Offering Trials

Why?

Companies offer free trials to show their prospective customers the

value they'll get if they decide to buy the product – Trials make the users
to have the hands on experience & make an informed decision.

Larger fleets - CFS 5

● Customers who are still unsure about purchase after a Demo.

● Customers who ask for a trial - Open to evaluation but not yet purchasing.
● Customer already has a provider & wants to do a side-by-side comparison.
 Defining Trial Conversion Goals & Expectations

The purpose of the trial is to demonstrate how the problems or goals discussed during
Discovery and Qualification are potentially solved. Therefore, you should probe the customer
further in order to set up proper goals and expectations.

Work with the customer to outline concrete conversion goal criteria. The objective is to use the
two week trial period to mitigate the issues the customer is currently experiencing in order to
create a favorable buying decision.

Reiterate the expectations, goals, and success criteria, with the customer and ensure
alignment. Include these as part of your notes, and in the Intro Email.
The Success Criteria
 Trial Process

01 Active Discovery and Qualification to understand the needs of business,

presenting system and walking them through the Dashboard to give value
propositions as per their business requirements

02 Establishing the success criteria and timeline, knowing who is the Decision
Maker, the influencer and the actual user of system. Letting the prospect
know about the time of Trial and what needs to be done once the Trial expires

03 Placing order for Trial Unit on the Opportunity after having completed the
above 2 steps. Order is placed through Custom Order Form, the prospect sign
Trial OF and has to provide credit card details to ship the Unit (s).
 Trial Process Objective

1. Setting up success criteria to honor our time and the time of our
prospect.

2. Making sure that they use the Trial unit and realize the value of our
product that will ensure them of KT being the right fit.

3. Converting Trial to Sale once the Trial period is over (or sooner if the
customer is ready).
 The Trial Period

The trial period consists

1. A launch call [AE confirms kickoff call with Ashton - AE to set meeting with customer
and send calendar invite for launch/kickoff call and the next onboarding call]
2. An outbound check-in on 5th day
3. An outbound check-in on 10th day
4. A closing call at 15th day

Note: Schedule the Launch Call after the expected date of delivery. If the customer misses
the call, CS will call/email on the next day and loop in AE, when needed.
 On-boarding & Follow ups

Usually Account & contact information is added in Trial sheet for Ashton who takes care of
the On-boarding, running trial and taking feedback. (Link to be provided)

Some AE’s prefer to take care of the Trial on-boarding themselves and hence they run the
trial and actively take feedback with follow up calls and emails

Conducting the training sessions for Fleet Managers & Dispatchers to ensure they use
KeepTruckin dashboard effectively and learn about features that will prove KT as the right fit
for their business. I.e IFTA reporting, Geo-fencing etc (depending upon their needs)

I usually call my customers twice or three times a week to take their feedback and address
their questions about the dashboard, the KT app and the features

Take feedback from the drivers who are using the Trial Unit (s), it really helps
 Establishing Timeline

Set a timeline with your prospect to make sure they value your time and realize the worth of
our system, only then we can convert Trial into Sale.

Make sure to address and resolve the issues faced by prospect in using the KT dashboard or
any questions that their drivers have about the KT driver’s app.

Establishing timeline for the Trial would hold them accountable and will keep the AE’s on
their toes throughout the process

Clearly communicate the expiration date of Trial and that the customer will be charged a
monthly fees (as per package) if they fail to let us know their decision that can either be a Sale
or Trial close and return.

KeepTruckin 24/7 Tech Support that they can reach out to even when their Account
Executive is not there to help them.
Holding them accountable; an example
 Conclusion

A trial serves as test drive and we will have to make sure that the user makes full use of the
system and features.

The Trial users should realize the value of KT system to prove it as the right fit as per their
needs.

Additional features and options can serve as catalyst to help them make their decision sooner
and switch to KT.

We are taking risk as a challenge when we are sending out Trial unit, be willing to accept what
we are lacking at and ready to learn about the industry trends. Communicate the feedback, this
will help us make the product better.

A Trial does not mean a Sale; but it should always be sent with a mindset of converting it within
the set timeline.
Thank you!

Q&A