How to Qualify People for a Trial Product

You could have somebody who kind of looks like they're interested in it and you spend a whole bunch of time getting their data into the product. That person is far more likely to become a paying customer. How are you qualifying people before you were going and doing this work? It's super important to make sure that you're not talking to some guy in the customer's organization who just has a little too much free time on a schedule. We try to always include the CEO or at least somebody reporting to the CEO to know that we're talking about something real.