Jen Abel: recommendation

Transcript context

…Ahead of time. Before doing the pilot. Ahead of that. Yes, ahead of it. I should have clarified that. This is all before the people's pilots start. This is in the pre-pilot stage. Okay, assuming, fingers crossed, a successful pilot, which I feel confident is going to be, one is, "When do we want to get signatures on these papers?" Let's work backwards from there. "Do we think we can get this closed by the end of next month?" "Yes, I do." "Great. Who needs to be involved in that? Do you have a procurement lead that we should be educated in this process?" And they might say, "Let's wait until after the pilot." Totally," but push them a little bit. Again, you're project managing it. "Is there a security lead we should be working with to run due diligence on the product? Is there someone in legal or is there a way for me to draft the paper to make this make sense?" Now, the one thing I'm going to take a step back on is you would've already gone through pricing discussions with them post-demo, okay? Try to hold out on talking about pricing until post-demo because they might assume, "Oh, this is three times what I'm spending," and not know why it's three times. Because there's all these other people that might not have been involved in those initial discussions. Talk through pricing post-pilot once everyone's excited. Post-pilot or post-demo?…

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