Glossary

Pilot: a time-boxed, preferably paid engagement that proves a prescribed product against written criteria and leads to a commercial decision. PO: the commercial commitment the pilot should produce. Champion: the internal advocate. Economic buyer: the person who owns the budget. Compelling event: a deadline that forces start and end dates. Design partner: a co-build motion, distinct from a customer pilot. ACV: annual contract value. Success criteria: measurable outcomes written down before kickoff.

Midpoint review: a formal check against the criteria halfway through. Stall: proof or enthusiasm with no dated commercial path. Land-and-expand: growing the account after a controlled land without anchoring at the pilot price.