Pilot

Also called Pilot Program

A small, real-world deployment of your product with a customer, often paid, to prove value before a full rollout. Broader and more committed than a proof of concept.

Why it matters

Pilots let cautious buyers, especially enterprises, prove value at low risk, and they give you a reference and case study. As with a POC, clear scope and success criteria are what turn a pilot into a real contract.

For example

A cautious enterprise runs a paid three-month pilot with one department; when it hits the agreed success metrics, it rolls out company-wide.

Related terms

Proof of Concept Enterprise Sales Land and Expand

Go deeper

See how founders actually handle this on Getting your first customers, part of the Starting Up hub.

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