Define Clear Goals for the Pilot
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 impact will be. It’s okay if you pick aggressive KPIs.
You just have to show that you can move the needle.
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A well-run paid pilot, or trial period can be the key to capturing and converting prospects, especially as you move upmarket. But POCs can be challenging to execute well.
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