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Case studies and press
Turn converted pilots into references and press.
Ask while they are happy
Ask for reference rights while enthusiasm is high. You draft the story; they edit it.
Use it in the funnel
Send the proof to the case-study shoppers you are nurturing. Keep pilot capacity for the next early adopter.
Claims and patterns on this page are paraphrased from practitioner session notes and the Startup Bible (Pilots that convert). See Sources.