Operator playbook
Turn paid pilots into purchase orders.
How early-stage and VC-backed teams find, price, run, and close paid pilots. Charge for the pilot, time-box it, measure it, and ask for the PO.
Six phases
Pick the right pilot, close it, and expand without anchoring low.
- 01FindFind the right pilotPick customers and moments that can become a PO, and skip science projects and free tire-kickers.
- 02QualifyQualify the closeWork backwards from ACV, map the buying committee, and start security/procurement in parallel.
- 03SetupSet the termsScope like an MVP, write measurable success criteria, price the pilot, and lock the agreement.
- 04RunRun the clockUse kickoff to realign, land a quick win in weeks 1–2, hold a midpoint review, and keep closing.
- 05CloseClose for the POAsk for the PO, reduce scope instead of discounting, diagnose stalls, and sell with ROI.
- 06ExpandExpand without anchoringExpand without pilot pricing, turn wins into case studies, and know when to stop piloting.
Charge for pilots
Free pilots get less engagement and seldom convert. If budget is tight, price under a fast-path threshold instead of giving the product away.
Read the guideWrite success before kickoff
Put three to five numbers in the agreement, such as cycle time, volume, and accuracy. "Team likes it" doesn't count as a criterion.
Read the guideCut scope, not price
When the deal wobbles, remove seats or sites. A discount sets the starting price for the next negotiation.
Read the guideFor founders already in a live pilot
Use this as the operating checklist when interest is real and a pilot is on the table. The guidance comes from real conversations and FounderNexus Playbooks.
FounderNexus
Running a live pilot? FounderNexus puts you with operators who have closed this motion. Use the playbook alone; join when you want peer pressure on the deal.
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