close
Ask for the PO
End the pilot by asking for the purchase order.
The closing script
"These were the success criteria. Here is the evidence. Do you agree we hit them? Per the agreement, the next step is the commercial decision. Who signs, and by when?"
If they stall
Don't invent a discount on the spot. Open the stall diagnostic, revisit the ROI, and reduce scope if you need to.
FounderNexus
If the pilot worked and the PO is stuck, bring it to FounderNexus. Operators who have closed this motion will pressure-test the ask instead of cheering you on.
Join FounderNexusClaims and patterns on this page are paraphrased from practitioner session notes and the Startup Bible (Pilots that convert). See Sources.