You try to run a pilot. Three weeks later it is still not live. Everyone is tired. That is not a pilot. That is a project.
The point of a pilot
A pilot exists to answer one question: "If we do this, will it actually help?" It is not "can we build it" and it is not "can we cover every edge case." It is simply, "does it move the needle."
A real example
A service business wants to improve quote follow ups. They do not need a new platform. They need one simple outcome: "When a quote is sent, we follow up twice, and we never lose track of it." A bad pilot tries to automate everything around quoting. A good pilot picks one slice.
The smallest pilot that works
Keep it boring and keep it narrow.
- One workflow: pick one repeating thing, not a bunch.
- One owner: one person owns done. They do not need to do all the work, but they own the finish line.
- One metric: pick a number that matters.
Metric examples include percent of quotes that got followed up, time from quote sent to follow up, or number of deals that stalled with no next step. If you cannot measure it, it is hard to prove value.
What to include
A pilot needs three things so it does not become a forever project.
- A clear trigger: what starts the work.
- A clear finish line: what exists when it is done.
- A stop rule: what would make you pause this and pick a different workflow.
Why pilots fail
Most pilots fail for simple reasons: too many workflows, too many owners, no clear metric, or trying to impress instead of trying to learn.
If you keep it small, the pilot teaches you fast and gives you proof before you spend real money.
Why this matters
A small pilot gives you proof and momentum. If you want help picking a pilot that actually proves value, book a discovery call. What is one workflow you could pilot in two weeks or less?