What is the Real Value of Pilots to Technology Adoption?

Steven Walling polled readers of ReadWriteEnterprise on the value of pilots, based on Michael Idinopulos’ article claiming that pilots are a waste of time.

Of the 84 responses to Steven’s poll, 30% said they’re essential and 53% said it depends on the particular software being introduced. Only 17% said pilots are not valuable to the overall adoption process.

The majority of respondents were positive about the value of pilots because they are culturally and functionally useful. One of the most important benefits of running a pilot is that it gives you an opportunity to discover and fix any technical issues before a tool is made available to thousands or tens of thousands of people. Fixing those problems while they’re small and you’re working with a pilot group that’s empathetic makes it much easier to refine the system for a smooth rollout and adoption.

Ann All wrote a great article that explores why her organization’s wiki hasn’t taken off, and she cited technical problems as a major factor. A pilot would have helped catch and fix those problems early.

D. Keith Casey Jr. wrote that pilots give you relevant examples of use within the organization. These help in presenting the new tool as less of an unknown, and therefore less of a major, threatening change:

By deploying a tool and training on it within a single group/project/department, you’re working with a small group and can work with them to show/convince them of the value. If it’s successful and you roll it out further, you have a sample of real live data *and* potentially a few champions who’s lives/work were made better. Now instead of you trying to teach everyone, you have other users doing it.

What’s critically important to the usefulness of the pilot is how you structure the pilot participants. If you only involve hard-core early adopters, then of course it won’t be representative of the organization as a whole. However, if you construct a pilot that involves people from several key areas of the organization (HR, product/project groups, technical writers, customer support/service, etc.) and those people understand going into the pilot that they’re getting a chance to set up their uses before everyone else in exchange for their help and patience in finding and fixing technical problems, you’ll get a group that will solidly support the project once it’s opened up for large-scale use.

During the pilot phase, if you find & fix a problem with the assistance of that compact group of helpful people, you’ll be in much better shape than if you have 10,000 angry people beating down your door while you try to fix some problem that has brought down the whole system.

Clare Flanagan of CSC offered an assessment of the value of pilots based on her own experience running one:

As a program lead for our internal E2.0 pilot I can say with confidence that pilots are important culturally and functionally.

Pilots allow you test the waters. For us, we had tremendous experience with collaboration tools in the past. We knew the short comings of these tools. Our pilot had several critical success factors to prove out (security, features, adoption, business terms, would it scale, could it perform, and so on). So that was all the functional part.

But, and more importantly, when we’re talking about E2.0 tools – or social collaboration – there’s some ‘cultural’ sell as well. Pilots represent a ‘smaller’ chunk of work or investment. They are easier to sell to management. And if they don’t work, you adjust.

If they do work, Pilot results are HUGELY important leverage for the next stage – the full business case. What better way to make a full business case by having experience, performance metrics, success stories and user anecdotes to back up your assertions?

  1. To pilot, or not to pilot? That is the question!: [...] Stewart Mader has another take.  He points out the obvious that pilots allow you to fix technical problems prior [...]