run
Always be closing
Keep security, procurement, and commercial path moving.
Parallel threads
Run proof work, user adoption, the security questionnaire, procurement mapping, and economic-buyer check-ins at the same time.
The final meeting is an ask
In the final meeting, restate the criteria, show the evidence, and ask for the PO path.
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.