Enterprise pilot scorecard

Blank 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.

Blank worksheet

Update weekly. Bring this to midpoint and to the commercial ask. Bound scope to one BU, region, or plant unless the agreement says otherwise.

Criterion	Baseline	Target	Current	Status	Owner
1. ___	___	___	___	[ ] G [ ] A [ ] R	___
2. ___	___	___	___	[ ] G [ ] A [ ] R	___
3. ___	___	___	___	[ ] G [ ] A [ ] R	___
4. ___ (optional)	___	___	___	[ ] G [ ] A [ ] R	___
5. ___ (optional)	___	___	___	[ ] G [ ] A [ ] R	___

InfoSec / legal / procurement parallel-path checklist

Enterprise security, legal, and vendor steps are heavy, so start them in week one of serious interest. Track beside product proof so questionnaires, redlines, and order forms do not surprise you at the ask.

Workstream	Status	Blocker	Owner	Due
LOB owner / EVP / CFO on a live call	[ ] Not started [ ] In flight [ ] Cleared	___	___	___
Finance partner briefed on criteria	[ ] Not started [ ] In flight [ ] Cleared	___	___	___
SSO / data access for pilot BU	[ ] Not started [ ] In flight [ ] Cleared	___	___	___
InfoSec / vendor-risk questionnaire	[ ] Not started [ ] In flight [ ] Cleared	___	___	___
DPA / MSA redlines	[ ] Not started [ ] In flight [ ] Cleared	___	___	___
Procurement / order form / PO path	[ ] Not started [ ] In flight [ ] Cleared	___	___	___
Phase-two price in writing	[ ] Not started [ ] In flight [ ] Cleared	___	___	___

Working steps

Paste written success criteria into the scorecard before kickoff: cost per unit, throughput, cycle time, error/rework rate, OTIF, risk-event detect time, overtime, revenue per head, or a named conversion metric finance already tracks. No soft "team likes it" or login-count-only lines.

If there is a separate free-trial, innovation-lab, or unpaid POC clock, name it. Put it on a separate sheet and keep it out of the paid pilot scorecard.

Update status every week. Treat amber without a next action as red.

Bring LOB owner, CFO, or finance partner (not only the VP champion) to midpoint. Re-score against written criteria only.

Before the commercial ask, confirm access and InfoSec questionnaire are cleared, legal has an owner on MSA/DPA redlines, procurement knows the ask date, and phase-two BU/region/ACV intent is still in writing.

Filled example (fictional: 12,000-person industrial / Americas Plastics region)

Teaching example only. Pattern-check your deal; do not cite these numbers as a real case study. Company-size: enterprise (procurement-led).

Criterion	Baseline	Target	Current (wk 10)	Status	Owner
OTIF on tagged Tier-1 suppliers (Americas Plastics)	87%	≥94%	94.5%	Green	Dana / you
Median days-to-detect supplier risk event	11d	≤4d	3.5d	Green	Dana
Week-2 KPI memo to EVP Ops	n/a	Sent wk 2	Sent day 12	Green	You
SSO + InfoSec questionnaire	Not started	Live before ask	Live wk 6	Green	InfoSec / GRC
MSA / DPA redlines	Not started	Cleared before ask	Cleared wk 9	Green	Legal

AI prompt

Paste into ChatGPT or Claude. Replace bracketed placeholders with your deal facts.

You are helping a founder sell into enterprise accounts (roughly 2,000+ employees, procurement-led: VP champion plus LOB owner/EVP/CFO signer, with full InfoSec, legal, and procurement, rather than owner-led SMEs or lighter mid-market committees) run a paid pilot that must convert to an MSA schedule or annual PO.

Company / product: [YOUR COMPANY + PRODUCT]
Buyer account: [COMPANY + INDUSTRY + ~HEADCOUNT]
Scope in pilot: [ONE BU / ONE REGION / ONE PLANT / SEAT COUNT / MODULES]
Pilot window: [START] to [END] (prefer 8–12 weeks)
Target phase-two ACV / MSA intent: [AMOUNT]
VP / senior director champion: [NAME / TITLE]
Economic buyer (LOB owner / EVP / CFO): [NAME / TITLE]
Finance partner: [NAME / STATUS]
InfoSec / GRC contact: [NAME / STATUS]
Legal contact: [NAME / STATUS]
Procurement / vendor mgmt: [NAME / STATUS]
Free trial / unpaid innovation slot / unpaid POC (if any): [N/A / SEPARATE CLOCK / STATUS]
Compelling event: [BOARD OR AUDIT MANDATE / PEER COMPETITOR WIN / FISCAL GATE / NEW EVP MANDATE / PLANT OR REGION UNDERPERFORM / VENDOR CONSOLIDATION / OTHER]

Produce:
1) A markdown scorecard table with columns:
Criterion | Baseline | Target | Current | Status (green/amber/red) | Evidence | Owner
Include 3-5 exec-readable criteria (cost per unit, throughput, cycle time, error/rework, OTIF, risk-event detect time, overtime, revenue per head, named conversion metric). No soft "team likes it," login-count-only, or NPS-only lines.
2) A second table: Stakeholder | Role | Attitude | Next action this week
(Roles: VP/Sr Dir champion, LOB owner/EVP/CFO, finance partner, InfoSec/GRC, legal, procurement. Flag it if the contact is VP-only with no buy authority)
3) A third table for the parallel path: Workstream | Status | Blocker | Owner | Due
(Include EB on a live call, finance briefed, SSO/data access, InfoSec questionnaire, DPA/MSA redlines, procurement/PO path, phase-two price in writing)
4) End with 5 bullets: biggest risk, whether to ask for MSA/PO this week, scope-cut options (one BU / one region / fewer seats or modules; no deep list-price discount), one week-2 KPI memo angle for the EB, one thing to stop doing.

Rules:
- Invent no fake metrics; use ___ when unknown.
- Every status needs a next action.
- Prefer reduce BUs / regions / plants / seats / modules over discounting list price.
- VP / senior director champion is not the economic buyer (LOB owner/EVP/CFO).
- Free trial / unpaid innovation slot / unpaid POC is not a paid customer pilot. Keep the clocks separate.
- Enterprise is distinct from SME and mid-market. Keep the procurement-led, InfoSec/legal-heavy, 8–12 week framing.
- InfoSec questionnaire, legal redlines, and procurement path often start before or alongside the pilot instead of after verbal yes.