Part 2: Some pilots can get you where you want to go – with the right navigation
In Part 1: "Why Education Pilots Don't Usually Get Off The ground," I shared a common lament – that most pilots don't often work out like you would hope. Whether it’s to secure future sales, funding from a VC, or other purpose, free pilots don’ often benefit your business as much as paid trials.
By “pilot” I’m referring to programs where you supply your product for free in the hopes you'll sell the product when the pilot is over. Or maybe you are hoping to get funding from VC's because you've signed up several -- even high profile -- free pilots.
While paid programs are better than free ones by a wide margin. the tips below on how to run a more successful pilot also produce better results for paid, normal product implementations.
Keep these things in mind when running pilots or paid implementations.
1. A funded pilot can produce tremendous profitability and credibility. These are generally NOT free pilots. We have helped clients find PAID programs where you can leverage positive measurable results in one state, district or schools into expanded / additional programs and sales opportunities paid for by legislation and earmarks.
2. Unless you have solid program evaluation and statistical bench-strength in your company, You should engage a researcher to set up the study, do an appropriate research design, collect the right data and analyze results. You can engage a professor at a school of education), a degreed (Ph.D.) consultant or other resource who can make sure the study is reasonable in terms of gains, measurement, time to see results, training materials, proper controls, etc.
3. You should have BOLD and meaningful goals in mind. Teachers won't give a pilot the proper time and attention if there isn't a solid, impactful answer to the question "What's in it for me?"
4. Have a clear, well thought out sense of what you believe the pilot will demonstrate including how that will be measured. Does your assessment directly measure what you are hoping to change? You should probably collect several types of data. For example, consider using student and teacher surveys to show ease of use, enjoyment and other things that can be measured quickly. Your evaluation should produce actionable feedback and show positive short-term goals and benefits. This can be encouraging to those who are implementing or promoting the pilot or trial.
5. Have a reasonable idea in mind of how long (number of months, time used per day, etc.) it will take for your pilot to produce benefits. If it takes 20 minutes a day, 5 days a week and a teacher only uses it 3 times a week then you won't expect to show the benefits you would expect. What results can you show in the time you're given?
6. Make sure you monitor the usage of the product and ensure everything is done "by the book" so you don't end up with lackluster results because the product has not been used properly. Sit in on classes where teachers are piloting your product. Do instructional supervision. Make sure they are using the product correctly and note rough areas that should be improved. Be sure to continuously monitor and improve, ask teachers for their feedback and improve your product throughout the pilot.
7. It's best if you have a technology component that ensures best practices are followed, the right data is easily tracked and reporting is up-to-date and insightful. In some cases it's alright to give users some "constrained flexibility" -- letting them not follow product recommendations in some areas -- but evaluating whether a teacher's changes to what's normally prescribed producers better or poorer results.
Have you run pilots that produced long-term financial windfalls? What other steps or tips did you use?
P.S. Are you looking for proven strategies to grow your education technology, products or services business?
Use this link to schedule a phone call to discuss your goals and needs. http://meetme.so/JohnStuppy
Let’s see what EDUMETRIX can do to help your business get funding, grow, dominate your market and/or sell for maximum value.
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