Pilot Program

A pilot is the best way to close large deals without getting a direct yes or no answer. You start small: one department, one team, or one specific problem. The customer tests your solution in practice, without immediately overhauling the entire company. This lowers risk for the customer and gives you the chance to prove your solution actually works. A good pilot usually lasts 30 to 90 days, has clear metrics and ends with an evaluation. The trick is in the preparation: you must agree upfront what success looks like. If you don't, the pilot keeps running or stops without follow-up. Pilots work best in complex B2B sales, where the purchase decision is made by multiple people. You can cultivate champions during the pilot who will advocate for you internally afterward. Note: a pilot is not a free trial period. You deliver full value, but on a small scale. So charge something, or make firm agreements about what happens after the pilot. Otherwise it becomes a free test period that leads nowhere.