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    Glossary›POC
    Glossary · GTM

    What is Pilot / Proof of Concept (POC)?

    Definition

    A Pilot or Proof of Concept (POC) is a limited, time-bound trial engagement where a prospect tests your product with real data, users, or use cases before committing to a full purchase. Pilots are common in enterprise deals where high contract value justifies the expense and time investment, and where stakeholders need confidence in product-market fit. Successful pilots typically convert to customers at high rates (60-80 percent).

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    Sales ProcessEnterprise SalesEvaluationRisk ReductionCommitmentDeal CyclePOC
    In short

    POC at a glance.

    Limited trial with real customer data
    Proves value before full purchase commitment
    Common in enterprise sales deals
    High conversion rate if successful

    Pilot Success Factors

    Clear scope is critical—define success criteria upfront (what metrics prove value?), executive sponsorship from the customer (someone powerful advocates for adoption), and dedicated project management from both sides (someone owns timeline and blockers). Pilots that drift without clear success measures often fail because stakeholders lose confidence. Set a 30-90 day timeline and require weekly check-ins.

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    POC — frequently asked

    Some vendors charge a nominal fee to ensure customer commitment and fund pilot expenses. Others offer pilots free to close large deals faster. Strategy depends on deal size and sales cycle length. If your ACV exceeds 50,000 dollars, a free pilot is often justified ROI. For smaller deals, charge a fee or skip pilots entirely.

    Write a pilot agreement with fixed end date and success criteria. Require customer sign-off on scope and timeline. Schedule weekly executive sponsor meetings. At 70 percent through the pilot, do a mid-point review: if the customer hasn't engaged or results are unclear, escalate or recommend ending the pilot early rather than extending indefinitely.

    If results are ambiguous, work with the customer to understand blockers—was it implementation (fix with better project management?), or fundamental product misfit? If it is misfit, better to discover now than after a large purchase. Some pilots uncover customization needs—determine if customer will pay for custom work as part of full contract, or move on.

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