Our startup workshop covering pilot program principles, models & case studies with Scott Sambucci was a roaring success. In line with our focus on building Atlanta’s entrepreneurial ecosystem and our belief in the power of collaborating with other programs in the community, we opened up the workshop to B2B and B2B2C early-stage tech companies in other accelerators all over Atlanta. Five local startups joined our 2017 startup cohort and got to work building out a pilot program for their company’s active sales opportunities.

We cherry-picked Scott Sambucci to lead the workshop because of his 20 years of experience in building and selling technology products – leading three Silicon Valley startups each to their first millions in revenue. His most recent startup, Blend Labs, was backed by Andressen-Horowitz and Peter Thiel. Scott is also a marketing professor at Hult International Business School and has been a featured speaker at a TEDx event in San Francisco, The Lean Startup Conference, and at the US Chamber of Commerce.

Here are four top takeaways from Scott’s workshop on startup piloting: