Resources
Guides, articles, and tools for running enterprise pilots that convert.
The Pilot Is Over. Now What? A Conversion Playbook.
Most founders plan meticulously for the pilot and wing the conversion. The 48 hours after a pilot ends are the most important window in the entire sales cycle.
Your Champion Can't Close This Deal Alone
Being single-threaded to one champion is the quiet killer of enterprise pilots. The founders who convert map and engage every person who can say no.
The Opt-Out Pilot: A Contract Structure That Changes Everything
Instead of a standalone pilot where the customer decides to buy at the end, embed the pilot inside a full contract with an opt-out clause. The conversion rates are dramatically higher.
"We'll Know It When We See It" Is Killing Your Pilots
Undefined success criteria are the #1 structural cause of pilot failure. One clear KPI, agreed to in writing before the pilot starts, changes everything.
Before You Say Yes to a Pilot, Ask These 6 Questions
Most founders treat every pilot request as a buying signal. Half the time, it's not. Six questions that separate real opportunities from time sinks.
Stop Running Free Pilots. Seriously.
Free pilots almost never convert. Charging even a modest fee is the single highest-leverage change you can make to your pilot program.
5 Signs Your Pilot Is About to Stall (And What to Do About Each One)
Most founders don't realize a pilot is failing until it's already dead. Here are the five early warning signs — and what to do the moment you spot them.