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.
Scope it like an MVP
Pick one problem, one use case, and usually one department. Write in-scope and out-of-scope lists the way you would for a product release. Pilots turn into science projects when you accept additions nobody wrote down.
Criteria you can close against
"Team likes it" won't get you to a PO. Write instrumented outcomes finance can read, such as cycle time, completion volume, or accuracy. Pick 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 pilotPrice a paid pilot high enough to earn attention without anchoring long-term ACV.
- Agreement checklistThe clauses a pilot agreement needs 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 that convert). 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.