How to run a commercial pilot with a prospect
To run a pilot with a prospect productively, the success criteria and the decision date have to be agreed before it starts. In Jestor, the pilot is a record with those criteria as fields, owners on both sides and a date at which a decision is expected.
Why pilots become indefinite trials
A pilot is agreed enthusiastically with vague criteria. Work happens, the prospect is reasonably satisfied, and nothing triggers a decision because none was defined.
The pilot extends, your team keeps supporting it, and the deal occupies the forecast without progressing.
What agreed criteria prevent:
- Pilots that never conclude
- Success judged differently by each side
- Your team supporting an account indefinitely for free
- No trigger for the commercial conversation
- Evaluation by people who were never told what to look for
What to agree before starting
| Element | Why it must be explicit |
|---|---|
| Success criteria | Otherwise success is an opinion |
| Scope | Limits what is being tested |
| Duration | Prevents indefinite extension |
| Decision date | The point of the pilot |
| Owner on their side | Someone must be accountable |
| Who decides | Often not the pilot owner |
Step by step to structure it
- Agree the success criteria in writing, in measurable terms.
- Confirm who makes the decision, which is frequently not the pilot owner.
- Limit the scope, so the pilot tests something specific.
- Set the decision date at the start, not as the pilot ends.
- Track progress against the criteria during the pilot, visibly.
- Hold a mid point review, so a failing pilot can be corrected.
- Hold the decision conversation on the date agreed.
Why the mid point review is the difference
A pilot reviewed only at the end either succeeded or did not. A mid point review lets you discover that the criteria were not being measured, that the wrong people are involved, or that the scope was wrong, while there is still time to fix it.
Why choose Jestor
In Jestor, a pilot is a record with criteria as fields tracked during the engagement, tasks and owners on both sides, a decision date driving alerts, and documents holding what was agreed. It connects to the deal in the CRM, so the pilot's status is visible in the pipeline rather than separately.
Frequently Asked Questions
Why do pilots fail to conclude?
Because success criteria and a decision date were never agreed. See jestor.com.
Who should confirm the criteria?
The person who will make the decision, who is often not the pilot owner.
Why hold a mid point review?
Because a failing pilot can still be corrected halfway through.
Video Tutorial: Step by Step
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