Templates
Working templates for buying committee, success criteria, agreement, kickoff, midpoint, stall diagnostic, and ROI.
Using the templates
Fill in the blank worksheet with the customer before kickoff when you can. Use the filled example as a pattern check; it is not a claimed case study. Paste the AI prompt into ChatGPT or Claude with your placeholders filled in.
All templates
- Buying committee scorecardScore champion, economic buyer, users, procurement, and security.
- Success criteria builderDraft three to five measurable pilot success criteria.
- Pilot agreement checklistChecklist of must-have clauses before kickoff.
- Kickoff agendaA kickoff agenda that realigns stakeholders.
- Midpoint review templateScorecard and agenda for the formal midpoint review.
- Stall diagnostic worksheetWorksheet to name the stall mode and pick the restart.
- ROI calculatorSimple client-side ROI calculator for pilot payback conversations.
- Climate pilot scorecardBlank worksheet, data-room/methodology/verifier parallel-path checklist, filled fictional example, and AI prompt for scoring a climate / MRV / carbon pilot toward MSA or PO.
- Cybersecurity pilot scorecardBlank worksheet, vendor-risk / SSO / SIEM parallel-path checklist, filled fictional example, and AI prompt for scoring a cybersecurity pilot toward PO or MSA.
- Fintech pilot scorecardBlank worksheet, compliance parallel-path checklist, filled fictional example, and AI prompt for scoring a fintech / financial-services pilot toward MSA or PO.
- Healthtech pilot scorecardBlank worksheet, HIPAA/BAA/security parallel-path checklist, filled fictional example, and AI prompt for scoring a healthtech / digital health pilot toward MSA or PO.
- Industrial AI pilot scorecardBlank worksheet, OT/IT/integration parallel-path checklist, filled fictional example, and AI prompt for scoring an industrial / AI plant-floor pilot toward MSA or PO.
- Marketplace pilot scorecardBlank worksheet, trust/payments/KYC parallel-path checklist, filled fictional example, and AI prompt for scoring a two-sided marketplace pilot toward PO or platform agreement.
- SaaS pilot scorecardBlank worksheet, filled fictional example, and AI prompt for scoring a SaaS / B2B software pilot toward an annual close.
- HR tech pilot scorecardBlank worksheet, SSO / HRIS / employee-PII parallel-path checklist, filled fictional example, and AI prompt for scoring an HR tech pilot toward PO or MSA.
- Logistics pilot scorecardBlank worksheet, EDI / WMS / TMS / ERP parallel-path checklist, filled fictional example, and AI prompt for scoring a logistics pilot toward PO or MSA.
- Vertical AI pilot scorecardBlank worksheet, security / SoR / model-risk parallel-path checklist, filled fictional example, and AI prompt for scoring a Vertical AI (domain workflow) pilot toward PO or MSA.
- SME pilot scorecardBlank worksheet, light IT/security checklist, filled fictional example, and AI prompt for scoring an SME (owner-led) pilot toward a PO or signed order.
- Mid-market pilot scorecardBlank worksheet, security and procurement checklist, filled fictional example, and AI prompt for scoring a mid-market (committee-led) pilot toward an annual PO.
- Enterprise pilot scorecardBlank worksheet, InfoSec / legal / procurement checklist, filled fictional example, and AI prompt for scoring an enterprise (procurement-led) pilot toward an MSA schedule or annual PO.
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.
- The champion is not the buying committeeMap champion, economic buyer, users, procurement, and security.