FREE GUIDE

The Pilot Handbook

A founder's guide to running enterprise pilots that convert.

78% of enterprise software purchases involve a pilot or POC. Structured pilots convert at 40–60%. Unstructured ones? Under 10%.

This guide covers everything you need to know — from setting success criteria and running kickoff meetings to managing stalled pilots and closing the deal.

What's inside:

  • Why most pilots fail (and it's rarely the product)
  • How to set success criteria both sides commit to
  • The kickoff meeting framework that sets you up to win
  • Warning signs your pilot is about to stall
  • How to run the conversion conversation
  • What to do when you lose — and how to keep the door open

Written by Krista Marks — serial entrepreneur, co-founded three companies with two successful exits (including Disney), 20+ years building products and selling into large organizations.

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PILOT TRACKER The Pilot
Handbook A Founder's Guide