How do I run a pilot or proof of concept that converts to a contract?
Pilots without clear goals drift. Months later, everyone liked it and no one buys.
- Pilots never convert.
- Should pilots be free?
- How long should they run?
Before starting, agree success criteria, a timeline of weeks not months, a named executive sponsor and what happens if criteria are met, including price. Charge a fee or credit it against the contract to raise commitment. Hold weekly check-ins, track usage and results, and present them at the end against the agreed criteria.
Pilot agreement
| Item | Example |
|---|---|
| Success criteria | Measurable outcomes |
| Timeline | A fixed number of weeks |
| Sponsor | Named executive |
| Users | Specific team |
| Next step | Contract terms and price |
How we look at it at ShoutEx
We set up pilot tracking, usage reports and results summaries. Pilots covers the approach.
- Open-ended pilots.
- No sponsor.
- Price discussed later.
- No usage tracking.
- Written criteria.
- Fixed timeline.
- Paid or credited.
- Weekly check-ins.
What operators and researchers say
Here is what operators say.
Community summaries describe recurring themes in public threads, not individual posts. Vendor pages describe vendor claims, so test them on your own calls.
Read next
Go deeper in the ShoutEx guides, or check the sources behind this answer.
We'll set up pilot tracking and reporting.
Book a call →Follow-up questions
Free or paid pilot?
Paid or credited raises commitment.
How many users in a pilot?
Enough to show real results.
What if criteria are half met?
Agree that path in advance too.