SaaS pilot scorecard

Blank worksheet, filled fictional example, and AI prompt for scoring a SaaS / B2B software pilot toward an annual close.

Blank worksheet

Update weekly. Bring this to midpoint and to the commercial ask.

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	___

Working steps

Paste written success criteria into the scorecard before kickoff.

Score green / amber / red every week with evidence links.

Track security and procurement as first-class rows from day one.

At midpoint, adjust scope against the criteria, and don't add modules without saying so.

In the final week, ask for the annual; if budget wobbles, cut seats or modules.

Filled example (fictional: RevOps analytics)

Teaching example only. Pattern-check your deal; do not cite these numbers as a real case study.

Criterion	Baseline	Target	Current (wk 5)	Status	Owner
Weekly active named seats	n/a	≥80% of 25	84%	Green	Maya / CSM
Median TTV (SSO to first insight)	n/a	≤2 days	1.5 days	Green	You
Forecast scrub time / AE / week	3.2 h	≤2.4 h (−25%)	2.1 h	Green	Maya
Security questionnaire	Not started	Cleared before ask	In legal review	Amber	IT + you

AI prompt

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

You are helping a B2B SaaS founder run a paid pilot that must convert to an annual (or multi-year) commercial decision.

Company / product: [YOUR COMPANY + PRODUCT]
Buyer account: [ACCOUNT + SEGMENT]
Prescribed workflow in scope: [ONE WORKFLOW]
Named seats in pilot: [N]
Pilot window: [START] to [END]
Target phase-two ACV / seats: [AMOUNT / SEATS]
Champion: [NAME / TITLE]
Economic buyer: [NAME / TITLE]
Security / SSO status: [NOT STARTED / IN FLIGHT / CLEARED]
Compelling event: [RENEWAL / BUDGET / MIGRATION / COMPLIANCE / HEADCOUNT FREEZE / OTHER]

Produce:
1) A markdown scorecard table with columns:
Criterion | Baseline | Target | Current | Status (green/amber/red) | Evidence | Owner
Include 3-5 finance-readable criteria (activation, TTV, seat adoption, ticket deflection, time saved, pipeline impact). No soft "likes it" lines.
2) A second table: Stakeholder | Role | Attitude | Next action this week
3) A third table: Workstream | Status | Blocker | Owner (security/SSO, procurement/MSA, commercial ask)
4) End with 5 bullets: biggest risk, whether to ask for annual this week, seat/module cut options (not discount), one quick-win 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 seats/modules over discounting list price.