redrabbit profile picture
redrabbit profile picture

redrabbit

Account Executive

Opinionated
Fire Starter
Contributor
+2

Whack or not: Creating a sandbox account for client

Yo Squad - I'm trying to find out the signal from the noise on this one. As a part of my startup's sales process, we create a demo account with sample information from the intelligence we gathered scraping across online marketplaces (we deal with eCommerce / legal quite a bit for the sale).


The DM I've been speaking with asked if he could have access to the demo account to see how it works for a week to see what the day-to-day might be like with the software. He would be able to see the information we gathered but not be able to take any action on it. Is this ultimately helpful for the sales process - or a sign that the value wasn't conveyed?


Sidenote: when I was working for a different startup - we asked for a sandbox account to try and see what the day-to-day looked like (for a specialized CRM in advertising that we knew was ridiculously expensive) and ultimately passed on it because it was too expensive, lol.

Should I give access to a sandbox account for a prospect?

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17 comments

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CoorsKing
WR Officer
8
Retired King of the Coors Knights
I mean idk what product you sell but almost every single one of my deals contains a few day period with a prospect having free reigns to a contained sandbox we set up with functionality they are evaluating. In your case, it sounds like an opportunity to work with this person and validate the information you have gathered so far. But, you need to get something along the lines of “if you do this and find it meets XYZ criteria, will you agree to move forward to procurement”
redrabbit
Opinionated
1
Account Executive
Yeah - trying to be vague about the product- but functions very similarly to a virus scanner for a computer. We sign clients who have viruses - we scan for viruses and can then remove them if that helps.

As for this convo - they're making decision in 2-3 months and evaluating competitors to compare to their current provider. So wouldn't necessarily be able to be passed directly to procurement. 

Seems like the winning formula is: Set a timeline, set criteria of success, and what happens when it's successful
UrAssIsSaaS
Arsonist
3
SaaS Eater
Call me crazy but this absolutely seems like an opportunity to box out your competitors and get buy in by providing this. Its a give and take, they want the sandbox, you want to move to procurement. I would 100% push for what @CoorsKing outlined. 
braintank
Politicker
8
Enterprise Account Executive
Trials are always helpful. But make sure there is success and exit criteria. I give you access to this sandbox. What are you going to test? What do you need to see? When the trial expires in 14 days, what happens? Will you introduce me to procurement?
BmajoR
Arsonist
4
Account Executive
This is critical. A trial without well-defined boundaries or next steps is pointless. 
Sunbunny31
Politicker
3
Sr Sales Executive 🐰
Exactly - what are they hoping to accomplish?  What do they need to validate?  What's their definition of success?
CuriousFox
WR Officer
3
🦊
Ehhh....🤷‍♀️
redrabbit
Opinionated
1
Account Executive
I know, right?

Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
I put a bit more thought into this:

You need to put in place a quid pro quo:

(1) YOU agree put together a sandbox for them to trial (talk about the time/effort to do so).
(2) MUTUALLY agree upon the parameters, goals, metrics, and timeline.
(3) Assuming the goals and metrics are met - THEY buy.

#3 is VERY important.  It should draw out any final concerns or obstacles.  This is when you talk about contracts, buying process, run legal reviews in parallel, etc.  If they baulk at buying here, then know a sandbox is a waste of time for everyone.  Be willing to walk away at this point.

I have fallen into the pit of the never-ending try-before-you-buy exercise and its not a good thing.  So if you set expectations up front you should be golden.
redrabbit
Opinionated
1
Account Executive
Yeah this totally makes sense. Thanks for the additional insight!
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
Try before you buy can be an important thing.
redrabbit
Opinionated
0
Account Executive
Well put

DungeonsNDemos
Big Shot
1
Rolling 20's all day
Do you have a mutual action plan in place? I would make sure they have an idea of what the impact is that they are trying to solve, so that in a weeks time they can make a decision and know why it's being made.
SADNESSLieutenant
Politicker
1
Officer of ♥️
Free trials are the way to ur prospects heart.
FormerStartupJobHopper
Tycoon
1
AE
I hate free trials, but it probably depends on the size of your account/deal. My ASP is about 10k and I often sell directly to the owners of small businesses who are the one and only decision makers. I have the ability to give them a free trial, but I usually don't.

In my role, if someone asks for a free trial, it's a signal 90% of the time that they are not serious, tire kicking, don't know the next step on their end, or aren't bought in. Usually it's a tell that they are kind of looking for a reason to say no, for me.
redrabbit
Opinionated
0
Account Executive
Yeah - in my case it's the total ACV starts from $36k - $50k and might include 3-5 people from ecommerce, legal, and/or potentially ops located in different parts of the world. 
TreTime
Catalyst
1
Account Executive
One thing that’s worked well for me is a “guided sandbox” walk them through their most desired pain solves. Then let them go off on their own for a days.

Odds are they don’t login again and they experience first hand the exact problem solve.
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