You should be collecting key information during this engagement process:

• Size of your customer's business & if they fit into the right segment you want to address (bigger ones are great, but if they are going to complicate your road map at that stage you may not want them).
• Primary problem they are looking to solve. You will be surprised by the reasons your customers will give you for evaluating your product. This is very helpful in providing the right perspective of product. You job is to find the most compelling reason and use that in all your marketing and sales collaterals.

A video is worth a million numbers

One thing is to look at the metrics numbers and it is another thing to see what the visitors on your website and trial users on your product are doing. The KiSSFLOW had taken for granted a few things about the way their users were using their product. They were up for a surprise when the saw in a video format the interactions of their prospects they were stunned to see how bad their assumptions where. One key thing to do is to switch between metrics based engagement tracking and a visual way of engagement tracking.