While you've seen the pilot program carry through the numbers of the entire template, let's spend just a minute to talk a little bit about the pilot program. One of the problems is if I'm a start-up or if I don't have a lot of experience in a market or not an experienced marketer, it's kind of scary to start investing $50,000, $100,000, $1,000,000 and not know if it's going to work. Also, if I'm new to an organization, they may not trust me and I need to show I'm a good steward of their money. And so one of the things that works really well is a pilot program. And the idea behind the pilot program, let me show you, is it basically if we go through it, we're building our market assessment using discovery but rather to do a full year program which I call deployment. At the minimum, I can have a pilot program. The pilot program is three months or a partial part of a year where you're going to do a part of what you're going to actually accomplish. The idea is stripping the whole idea down. If I look at my marketing program and my empowering concept, what's the minimum I need to do to really make that empowering concept still work? So I have four webinars, I'll just do one. If I'm going to do five ebooks, I'll just do the first one. In other words, cut it down that way. The support systems, I radically cut down. I may not do all the pieces, but the idea is that if my pilot program hits my initial metrics, then I can go to senior management and say, let's quickly put in more articles, more videos, let's start putting in more and more rich content to keep people coming back. I don't completely get rid of the support systems, but I minimize them. If I have a social IMC program, I am going to have the profile page, I am going to have the registration pages and so forth. And I may not have as many articles or as many videos or as many other things to go forward, but I'll get it started. Also, in terms of the go viral marketing program, I'm going to maybe not do all of it, especially the high cost stuff, to get things going and then I'll ramp it up as I go. Pilot programs are just a way to think simpler, to think of something that's more stripped down, to get senior management to do it. But as you're doing it, you want to make sure they understand that you want to move forward and they need to make the commitment to move forward. Because the worst thing you can have is a stripped down pilot project that nothing to keep the community coming back. Because once they leave, they're never showing up. So you want to say, this is a way of getting started, and if the first part of my performance funnels are hitting the metrics, then I need the money to come in here so I can build out the rest of it. So a pilot program is just a proof of concept, but if it is a proof of concept, as soon as you prove the concept, let's get into building out the whole community, because if you don't, you're going to lose them, and once you lose them, they are not coming back. So pilots are just a way to get things rolling, especially with the senior management team that doesn't quite trust you or doesn't quite get the idea, or maybe they just really scared about the overall investment. It's a way of saying, look, this thing's working. It's working to our performance metrics. Now, let's put the rest of the money in to really build this up for good.