find
Free pilots do not convert
Why unpaid pilots rarely become purchase orders.
Why free fails
Without skin in the game, calendars slip, users ghost, and liked it replaces a commercial decision.
Paid diagnostic pattern
One pattern from the source session / Startup Bible: a meaningful paid diagnostic (tens of thousands, not a token fee) with criteria, stakeholders, and decision path in the agreement. High conversion claims from that pattern are session-attributed, not a public study.
What paid unlocks
Attention, a reason to finish, and a commercial conversation continuous with the pilot.
Claims and patterns on this page are paraphrased from practitioner session notes and the Startup Bible pilots page. See Sources.