Train + equip Sales to sound confident in ability convey purchase/trial requirements from customer Marketable productized trial program avoid gimmicky implications. Asset Watch style Trial 20 Machines for $25K (All- inclusive) $31K 2025 Initial purchase: machines 6 months $3K/mo. Can the make decision (i.e. not need additional approval)? Map out personas vs accounts needs. Tie parameters VOC Define who is (whales only?) Multi-site discount? *Pricing integrity – complications* Avoid thoughts it’s too limiting and conveys wrong message particularly around buy-in Keep it simple how does affect $ goals? Give sales discount up 50% (with understanding full price goes into effect at beginning month 7) direct comparison Watch focus on Core Business. Year 1 we will replace $XX of bearings etc. based monitoring. Replace with eligible RRX equipment. Need tracking mechanism share-shift Gain-sharing (we get a fraction savings) can dicey. How do involve corporate purchasing conversations? Talking leaders gain knowledge what excites/ motivates their teams. business tie-in.