Questions you should think about (assuming you have existing customers)

* Can you run these case-studies past your existing customers' buyers to see what you're missing? Basically why is a use-case, whitepaper not convincing enough?
* Can you get prospects to talk to existing customers or do a walk through of an existing installation? This is very key in high ticket sales, esp where you are making big claims.
* Can you get video testimonials, including walk-throughs of the installs?

On the pricing model for the trial
* How good/measurable is the RoI? If it's very measurable, can you put in a pricing model which goes up if they make/save more money?
* How fast is the RoI? Will they get an indicator in days/months/years? Your strategy will change based on the period
* What is the install cost? To me more than the monthly recurring, the install cost might be a bigger barrier. Can you fold that into the recurring for a few customers?
* Can you offer a 100% refund if unsatisfied after trial?

To me this sounds less like a pricing issue, and much more like a sales/pre-sales issue. I have done technical pre-sales, sales & mktg, and can help with thinking through this problem over a call.

As someone who offers membership based services I've had great success with two models. The 35% off model does really well, they receive a discount and you still get paid. But by far the best results came from a model where I offered a complete month totally free. The key to the last model is communication, encouraging them to stay on through email marketing and follow up phone calls to see how their doing.

I agree that this isn't really a pricing problem (more value proposition, sales, etc), but pricing may help fix the challenge. There's not enough information provided to give definite answers, but I would suggest a) offering a choice of pricing models (outright purchase & rental immediately spring to mind) b) offering choices within those choices, where applicable (e.g. 12 / 24 / 36 math rentals) and c) creating a decoy product (like the $A24k Apple watch). If someone buys it, great, if not, it makes every other product look great value).
Happy to chat further on this