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A usable template for the document you should agree before the pilot starts: business outcome, usage milestone, stakeholder review, timeline, and the failure criteria that let you call it early instead of drifting.
Pilot Customer Success Criteria for B2B Startups
From Do What Matter 11 min read
- Pilot criteria need five parts: business outcome, usage milestone, stakeholder review, timeline, failure criteria.
- If it does not fit on one page, the pilot is too broad.
- Write the decision as one sentence: by [date] we will decide whether [customer] will [commercial action] based on [criteria].
- Score the final review green, yellow or red per category rather than inventing numeric precision.
