Templates
Working templates for buying committee, success criteria, agreement, kickoff, midpoint, stall diagnostic, and ROI.
How to use
Fill the blank worksheet with the customer before kickoff when you can. Use the filled example as a pattern check — not a claimed case study. Paste the AI prompt into ChatGPT or Claude with your placeholders filled.
In this phase
- 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.
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.