A Few Finishes Versus Lots of Starts

Focus new product field trials with respected customers who will allow public references.

Proven results from actual customer experiences is the best way to reduce the perception of risk that other prospects might have.  Allowing prospects to freely trial the product is an obvious method that can be employed to build confidence with prospects.  However, too many trials can place an unsustainable financial and operational burden on the company.  Focusing on fewer, but more meaningful, trials is probably a more effective approach.