@phdthesis{Weltz2020,
  type      = {Master Thesis},
  author    = {Marius Weltz},
  title     = {Pilot projects as an effective sales tool for SaaS startups},
  journal    = {Pilotprojekte als effektives Verkaufsinstrument f{\"u}r SaaS Startups},
  doi       = {10.25924/opus-3660},
  pages     = {X, 96},
  year      = {2020},
  abstract  = {Although pilot projects are an accepted means of entry into prospects, research on the object of startups selling SaaS and use pilots to enter and to further scale within their prospect’s organization is limited. The reader can expect a collection of key practices of SaaS startups in the field of Decision Support Software. These combine the main sales-oriented elements within pilot projects that are reflected on by Customer Success Management, Change Management as well as cultural dimensions. Explorative interviews, mainly with stakeholders in Decision Support Software startups, were conducted to further gain an understanding of the research object. Results indicate that pilots are strategically used in the sales of such startups to simultaneously deal with their customer’s uncertainties and as a means for the startups to get commitment and increase their value proposition through the additional service that they offer in order to acquire an internal support basis. Customer Success Management as well as Change Management are furthermore advantageous in quickly achieving measurable results that leverage buyers and seller’s justification for further sales.},
  language  = {en}
}