May 29 Guide: Designing B2B Pilots That Can Become Paid Contracts
A practical pilot structure for startups selling to enterprises, LGUs, schools, hospitals, and regional operators.
A pilot should test a buying path, not only a feature. Before agreeing to a free deployment, define the owner, success metric, timeline, data access, security expectations, and the commercial decision that happens if the pilot works.
Philippine B2B sales often involve several approval layers. Make those visible early: technical evaluator, budget owner, legal reviewer, procurement lead, and executive sponsor. A pilot without a named buyer can become unpaid consulting.
Founders should keep pilot scope narrow enough to measure. One department, one workflow, one measurable improvement, and one conversion conversation beat a broad showcase that never reaches a purchase order.