How to Run a Brazn Pilot in 30 Days Without Disrupting Reps
Introducing new technology to a sales team is always risky. Reps are protective of their time and deeply skeptical of tools that promise to "make their lives easier" but end up creating more admin work. The problem? a poorly executed pilot can poison the well, leading to low adoption even if the tool is excellent.
This article provides a step-by-step playbook for running a successful, 30-day pilot of Brazn's AI platform. We will show you how to prove value quickly without disrupting your reps' existing workflows.
What We'll Cover
In this article, we will cover:
- Why most sales tech pilots fail
- Selecting the right "champion" reps for the pilot
- Defining clear, measurable success criteria
- A week-by-week guide to the 30-day pilot
- How to translate a successful pilot into a full rollout
Understanding the Approach
A 30-day pilot is a controlled, time-bound test of a new software platform with a small group of users to validate its impact on specific business metrics before a broader rollout. It fits into the GTM motion by ensuring that technology investments actually support the revenue strategy and are adopted by the end-users.
Example: Instead of forcing the entire 50-person sales team to use Brazn immediately, RevOps selects 5 top-performing AEs to test the "Live Battlecards" feature for 30 days, specifically measuring if it reduces their pre-call prep time and improves their competitive win rate.
Why This Matters
A structured pilot mitigates risk and builds internal momentum for the new tool.
- Before: New tools are rolled out globally, leading to confusion, resistance, and low adoption. After: Tools are tested with a small group, allowing RevOps to iron out the kinks before the full launch.
- Before: Success is measured by vague feedback like "the reps seem to like it." After: Success is measured against hard metrics like hours saved or win rate improvement.
- Before: Reps view new tech as a distraction from selling. After: Reps see the new tech as a competitive advantage because the pilot proved its value.
The Complete Guide
H3 Week 1: Setup and Baseline
Objective: Integrate the tool and establish current performance metrics.
Actionable Advice: Integrate Brazn with your CRM and call recording software. Select 3-5 tech-savvy "champion" reps. Record their baseline metrics (e.g., hours spent on CRM admin, current win rate).
Best Practices: Keep the initial training under 30 minutes; the tool should be intuitive enough to use immediately.
H3 Week 2: The Single Use Case
Objective: Focus the reps on one specific, high-value feature.
Actionable Advice: Don't overwhelm the reps with every feature. Have them focus solely on using Brazn for Automated Call Summarization and CRM logging.
Best Practices: Check in daily to gather feedback and ensure the AI is accurately capturing the necessary MEDDPICC fields.
H3 Week 3: Expansion and Coaching
Objective: Introduce a more advanced feature, like Live Coaching Cues.
Actionable Advice: Turn on live objection handling cues for the pilot group. Have managers review the calls to see if the reps successfully utilized the AI's suggestions.
Best Practices: Ensure managers provide positive reinforcement when reps successfully use the new features.
How to Implement This
RevOps owns the technical setup and metric tracking of the pilot. Sales Leadership must select the right reps—those who are influential but also critical enough to provide honest feedback. Enablement should facilitate the weekly check-ins and document the best practices discovered during the pilot for the eventual full rollout.
Next Steps
A successful pilot is the foundation of a successful software deployment. By focusing on a specific use case and measuring hard metrics, you can prove the ROI of AI without disrupting your revenue engine.
Start small: Define the single biggest bottleneck in your sales process today, and make that the focus of your 30-day pilot. Ready to see the impact for yourself? Start your Brazn pilot today.
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Book a demo to see how Brazn AI fits into your sales stack.
About the Author
Alex Margarit, Sales AI Expert, SaaS Sales Leader, BMC, ServiceNow, Docusign — 25+ years in SaaS sales.