Pilot Agreement
Pilot agreements formalize limited paid deployments enabling prospects to validate product value before full purchase commitment — combining proof-of-concept rigor with revenue commitment that POCs lack.
Why This Matters
Pilot vs POC distinction: pilots are paid deployments (often discounted but not free), formal contracts with defined scope and duration, and explicit conversion paths to standard contracts. POCs are typically free trials. Pilots create stronger buyer commitment through payment, generate revenue during evaluation period, and avoid 'free trial' dynamics that POCs sometimes create. Pilot agreement terms typically include: scope definition, pricing for pilot period, success metrics, conversion terms (pricing and structure for full purchase), and termination rights. Mid-market and enterprise B2B increasingly preferring pilots over POCs.
Frequently Asked Questions
Frequently Asked Questions
How are pilots priced?
Typically 30-50% discount vs standard pricing for pilot period (3-6 months), with conversion to standard pricing for ongoing purchase. Pilot pricing recovers some seller cost while incentivizing buyer commitment to evaluation rigor.
Why are pilots preferred over POCs in modern B2B?
Stronger buyer commitment through payment, faster decision velocity (paid arrangements have clearer endpoints), and seller revenue during evaluation. POCs increasingly viewed as outdated for serious enterprise sales.