setup
Set the terms
Scope the pilot like an MVP, write measurable success criteria, price it, and lock an agreement with a path to a PO.
MVP discipline
One problem, one use case, often one department. In-scope and out-of-scope belong in writing the same way they would for product. Uncontrolled additions are how pilots become science projects.
Criteria you can close against
Team likes it is not a success criterion. Prefer instrumented, finance-readable outcomes: cycle time, completion volume, accuracy — numbers someone can put in a business case.
| Weak | Strong |
|---|---|
| Team likes it | ≥80% weekly unprompted use by named users |
| Should save time | Median cycle time 4.0h → ≤1.0h |
| More accurate | Variance ≤1.5% on agreed sample |
In this phase
- Scope like an MVPHone the pilot to one problem and one use case.
- Success criteriaWrite three to five measurable success criteria before kickoff.
- Price the pilotHow to price a paid pilot without anchoring long-term ACV.
- Agreement checklistWhat belongs in a pilot agreement before kickoff.
- In-scope / out-of-scopeDraw hard scope lines so the pilot stays an MVP proof.
Claims and patterns on this page are paraphrased from practitioner session notes and the Startup Bible pilots page. See Sources.
Continue the journey
- Qualify the closeWork backwards from ACV, map the buying committee, and parallel-path security and procurement before the pilot starts.
- Run the clockKickoff as realignment, land a week-1-2 quick win, run a midpoint review, and keep closing through the pilot.
- Success criteria builderDraft three to five measurable pilot success criteria.