Glossary

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

Midpoint review: formal check against criteria halfway through. Stall: proof or enthusiasm without a dated commercial path. Land-and-expand: grow after a controlled land without anchoring at pilot price.