Start with a Contract

POCs or paid pilots should be framed in the context of a full-year contract, with the ability to terminate at will. Setting the pilot period up this way means you’ve already jumped through the legal and security hoops you’ll inevitably face.

 When the customer decides to convert from the pilot to the full-term contract, you won’t need to slow down to negotiate details. You’ll be able to keep up your momentum and build on the results you’ve shown during the pilot.