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When to stop piloting
Recognize when to run fewer pilots.
Signs you can throttle back
Your criteria repeat from deal to deal, the security path is known, you have references in market, and buyers skip straight to commercial terms.
Signs you should keep piloting
Each deal still needs custom proof because the messaging is fuzzy, or you have zero references.
Claims and patterns on this page are paraphrased from practitioner session notes and the Startup Bible (Pilots that convert). See Sources.
Continue the journey
- Land and expandExpand after a paid pilot without anchoring at pilot price.
- Design partner vs customer pilotDesign partners and customer pilots are different motions with different clocks, prices, and outcomes.
- BenchmarksAttributed figures from practitioner sessions on pilot duration, criteria, and pricing patterns.