Keep your buyers interest. Deliver the clearest signal in your data trials

Securing a data trial with an institutional investor is a significant achievement – congratulations! It demonstrates genuine interest and a belief in your data's potential. However, what happens next is arguably the most critical juncture in the entire sales process.

We consistently observe that once your data is in the hands of an investment team, their "Bandwidth" their time, focus, and technical resources becomes incredibly precious and extremely limited. They expect efficiency and immediate clarity. Any friction, any "static" in the signal, can cause them to quickly lose interest and move on. The trial is not just a technical evaluation; it is a test of your operational readiness and client service.

Don't let static kill your trial

We appreciate the immense effort that goes into data acquisition and cleaning. Yet, often preventable operational missteps during the trial that cause promising deals to falter. Our research identifies common "Trial-Killing Mistakes" that consume valuable buyer bandwidth and undermine trust:

• Over-orchestration or 'Cherry-Picking' Data: While it's tempting to present only the "best" data, overly curated or pre-processed datasets can raise red flags. Buyers need to see the raw, authentic signal, not a heavily manipulated version, to truly assess its utility and scalability. This can inadvertently destroy trust.
• Lack of Version Control or Inconsistent Field Naming: Disorganised data delivery, inconsistent field definitions, or a lack of clear versioning for updates creates immediate headaches for engineering teams. It signals a lack of professional rigour and makes integration unnecessarily complex.
• Reliance on Email/FTP for Delivery: In today's landscape, using outdated methods like email attachments or insecure FTP for data transfer triggers internal risk flags for security and compliance. It suggests your firm may not meet the robust infrastructure standards expected by institutional clients, impeding automation and trust.

Deliver a clear signal that demands full attention

Our guide, "How to Sell Data to Hedge Funds and Asset Managers", provides a robust framework to transform your trial process. We advocate for treating the trial setup as the initial phase of client onboarding, ensuring a seamless and professional experience. By adopting these best practices, you can deliver a clear, unambiguous signal that demands, and holds the buyer's full attention.

A well-managed trial not only showcases your data's value; it builds crucial advocacy within the fund, paving the way for a successful long-term partnership.

Download the guide: How to Sell Data to Hedge Funds and Asset Managers