The core value of a trial order isn't discounting—it's trading minimal cost for market feedback and an entry ticket to the working relationship. For major customers, trial orders reduce their decision risk, making them willing to take a step in an uncertain market without full commitment. For you, it's an opportunity to capture real market data and build a collaboration record. The article emphasizes that in an era of "customers making no decisions," suppliers with willingness to pilot and responsive speed are the ones large enterprises watch and evaluate. Therefore, a trial order isn't concession—it's a strategic tool to actively design the market and accumulate bargaining chips to be observed.