Trials That Deliver Commercialisation
Trials are a critical part of research and development (R&D), but let’s face it they aren’t just about testing your technology. They’re about creating the foundation for a successful commercialisation strategy. To truly reap the rewards, it’s essential to maximise every opportunity presented during the trial process.
So, how can you turn these trials into a stepping stone for success?
1. Engage and Expand Your Internal Network
Trials are a great way to broaden your network within the trial organisation. Don’t just focus on the technical side; take the time to connect with other stakeholders. Building relationships with key players across departments, procurement, operations, and leadership will pay off down the road.
2. Map Your Stakeholders and Understand Decision-Makers
Who’s making the decisions? Identify the key stakeholders early on and understand what drives their choices. The more you know about their needs and pain points, the better equipped you’ll be to tailor your technology as a solution.
3. Maximise Demo Day Opportunities
Demo days are a goldmine. These events offer you the chance to showcase your technology and its value to a broad audience. Don’t just present your solution engage your audience, invite feedback, and be prepared to show how your tech can make a real difference. The more value you can convey, the stronger your commercial case becomes.
4. Leverage Testimonials for Future Success
Collecting data and client quotes during the trial is vital. These testimonials are more than just words they become powerful case studies that prove your technology works in real-world conditions. Capture these moments early to use them as proof when you approach potential clients or partners down the line.
5. Start Conversations with Procurement Early
Don’t wait until the trial is over to talk to procurement. Start discussions early to understand what happens after the trial if it is successful and how procurement decisions are made.
Also, consider applying for frameworks that could enable future procurement opportunities. This could pave the way for smoother, faster negotiations once the trial is completed.
6. Avoid Getting Stuck in the Trial Cycle
Trials can sometimes feel like an endless loop. To break free, set clear expectations from the very beginning:
Length of the trial: Be realistic about how long the trial will last and ensure it aligns with your resources and goals.
Success criteria: Define what success looks like early on. This will not only keep the trial on track but also provide measurable outcomes for the stakeholders.
Post-trial roadmap: Be transparent about what happens after the trial. What does moving to a commercial contract look like?
Scope and timescale: Don’t let scope creep or delays derail your plans. Be firm about what’s included in the trial and stick to the agreed timeline.
7. Offer Procurement Routes
One way to speed up the post-trial process is by having a procurement route available to your stakeholders. Be on a framework or DPS (Dynamic Purchasing System) to ensure that once the trial is over, there’s a clear, structured path for your solution to be procured.
Trials should never be seen as a standalone process they’re the launching pad for long-term commercial success. By being strategic, proactive, and focused on both the technical and business aspects of the trial, you can transform a simple test into a commercial breakthrough.
Ready to make your trials work harder for you?
