This is a fantastic list, but having experienced many interactions with districts and schools that wanted free pilots over the last 15 years, I would strongly encourage any company to insist on some fee associated with the pilot, even if discounted (assuming you are not doing a freemium model). Pilots don't succeed unless district and school staff are committed and provide the necessary implementation support. In Edtech, your success is critically dependent on effectively engaging with the people using your technology. In many cases, there are people you need to engage who were not part of the decision making process and may even be annoyed that they have to squeeze in yet another one of a zillion initiatives on their plate (perhaps true in any B2B but 10X true in Education). Charging money increases the likelihood that district staff will take your product seriously and put the resources and time behind it that will greatly increase the odds of success. Free pilots are especially tempting in the early days when you are trying to prove yourself, but if your product is truly valuable, a couple successful reference implementations will far outweigh a bunch of fizzled pilots with ambiguous outcomes. Charging for the pilot also helps you weed out schools and districts that are not really serious about solving the problem you solve. Especially in the early days, you want to find those evangelists that will go to bat for you within their bureaucracy and with their more risk averse peers in the market. The serious ones will find the money if you're product is the real deal. Just my two cents based on what I've seen. Never had a single free pilot turn into a school or district sale. For my company, a strong full-price implementation at one or two schools in the district laid solid groundwork for a full-price district deal down the road.