Article · 10 min read

How to Execute SaaS POCs that Convert

Ashley Dotterweich · Heavybit Free Intermediate

The source of the two moves that turn a pilot into a contract: put it on a full year agreement with a termination right, and keep it to 30 days so it stays at the top of someone's list.

  • Charge at least a token fee, it is the cheapest qualifier you have.
  • Run 30 day pilots, not 90, because a one month clock keeps you at the top of their list.
  • Pick exactly one KPI with business impact, not a list of success criteria.
  • Paper the pilot as a full year contract with the right to terminate, so you do not renegotiate legal terms at the finish line.
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The question it answers

  1. They want a pilot before they commit. How do I run one that ends in a contract instead of a shrug?

Read with it

  1. Gives you the benchmark to judge your own pilots against (roughly 60 to over 90 percent) and explains what drags the number... SaaStr Article · 5 min read What is the typical conversion from paid pilot to annual contract in B2B SaaS? Jason Lemkin
  2. A usable template for the document you should agree before the pilot starts: business outcome, usage milestone, stakeholder... Do What Matter Article · 11 min read Pilot Customer Success Criteria for B2B Startups Do What Matter
  3. Video · 8 min 5 Rules for Successful Startup Pilots, POCs, Trials | Dose 045 Andrew Ackerman
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