Pick a single KPI that will have a measurable business impact (e.g. engineering time saved, increased revenue) and frame the pilot in terms of that goal. Only pick one KPI; the point is to share the sharpest, most focused vision of success you can, and the more goals you have, the less clear your...

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 lega...

While many IC-level developer tools offer free trials that let developers take the product for a test drive themselves, enterprise POCs and trial periods address a different kind of buyer pain point: exploring a potential (and likely significant) in a new solution.

A paid pilot sets expecta...