Real / production-level usage.  Not just “playing around”, “trying it out”, test data, test accounts, test usage.

Your job in a trail is getting your prospect, your almost customer … using your product for real.  Real business process change.  Real usage in the field, demonstrating true, real ROI.

If you do this, they’ll either pay before the end of the trial, ask for an extension, or whatever.

But this is all that matter.

So … get more humans involved here, especially on bigger deals.  Be more proactive, not just reactive.

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