run
Run the clock
Kickoff as realignment, land a week-1-2 quick win, run a midpoint review, and keep closing through the pilot.
Keep momentum after signing
The energy from signing fades fast if the first weeks go quiet. Show the committee a first visible success in the opening weeks. At midpoint, compare progress against the written criteria and adjust or confirm the plan.
| Window | Proof work | Close work |
|---|---|---|
| Weeks 1–2 | Install, train, first live run | Quick-win memo to EB |
| Midpoint | Criteria scorecard | Adjust or confirm; invite EB to final |
| Final week | Evidence pack | Ask for the PO |
Close while you prove
By the commercial conversation you should know what security review and procurement require. If you find out at the end, you lose a quarter. Talk about the buyer's own workflow pain; "we also use AI" gives them no reason to buy.
In this phase
- Kickoff is realignmentRun kickoff as stakeholder realignment.
- Week 1-2 quick winLand a visible success in the first two weeks.
- Midpoint reviewHold a formal midpoint against written criteria.
- Always be closingKeep security, procurement, and commercial path moving.
- Vertical pain vs generic AIWin with workflow-specific language and proof.
FounderNexus
If the pilot worked and the PO is stuck, bring it to FounderNexus. Operators who have closed this motion will pressure-test the ask instead of cheering you on.
Join FounderNexusClaims and patterns on this page are paraphrased from practitioner session notes and the Startup Bible (Pilots that convert). See Sources.
Continue the journey
- Set the termsScope the pilot like an MVP, write measurable success criteria, price it, and lock an agreement with a path to a PO.
- Close for the POAsk for the purchase order, reduce scope instead of discounting, diagnose stalls, and use ROI to restart stuck deals.
- Kickoff agendaA kickoff agenda that realigns stakeholders.