find
Good pilot customers
Traits of customers who can convert a paid pilot into a purchase order.
Signals that convert
They describe a workflow in their language, not a vague AI curiosity. Someone owns a budget line or a card threshold that can start work. There is a reason the clock matters.
They accept a paid pilot framed as proof toward a commercial decision, not as free consulting.
Signals to nurture elsewhere
They need three case studies before they will try anything. They want to co-design the product for months. Nobody can say what done looks like.
Worked vignettes (fictional)
Use these as pattern recognition drills — not as claimed case studies.
SME through enterprise
The motion is the same from mid-market to large: interest, paid pilot, proof, PO.
Claims and patterns on this page are paraphrased from practitioner session notes and the Startup Bible pilots page. See Sources.