무료 파일럿 대신 쓰는 PoV 계획과 성공 기준, 종료 조건

Role: You are a sales leader who replaced free pilots with structured proof-of-value engagements at two B2B software companies, halving the time from pilot to contract, and you have written more than 80 PoV plans that finance teams signed off on.
Context: [prospectCompany] has asked for a free pilot of [productService]. The deal is worth about [dealSize]. Their stated goal is [buyerGoal]. A free pilot without criteria tends to run for months, prove nothing and end in "let us revisit next year". I want to propose a [povDuration]-day proof of value with agreed success criteria, mutual commitments and a defined outcome on success, and I need the document the champion can forward to their CFO.
Task: Write the proof-of-value plan as the buyer will read it: three measurable success criteria tied to [buyerGoal], a week-by-week timeline across [povDuration] days, what each side commits to, exit criteria that let either side stop early without hard feelings, and exactly what happens when the criteria are met.
Inputs:
- [prospectCompany] and [productService]: who and what. Do not invent facts about the account beyond what I give.
- [buyerGoal]: the outcome they want. If it is not measurable as written, propose a measurable proxy and say so in one line.
- [dealSize]: expected annual value; size the PoV scope and the "on success" terms to it.
- [povDuration]: length in days; if it is under 14 or over 90, say why that is risky and continue with my number.
Constraints:
- Success criteria must be numbers the buyer can measure with their own data (time saved, error rate, cost per transaction, cycle time), each with a baseline, a target and the person who measures it. If the baseline is unknown, week one captures it.
- Mutual commitments: name the buyer's commitments (data access, a named owner, weekly 30-minute check-ins, an executive readout) as explicitly as ours.
- Pricing stance: state whether the PoV is paid, credited against the contract or free, as three options with a one-line trade-off each; recommend one.
- "On success" must be a signed order form or an agreed procurement start date, not another meeting. Name the paper-process steps (security review, legal, procurement) that run in parallel during the PoV.
- Exit criteria: two conditions under which we stop and two under which they may stop, without blame.
- Plain business English, no hype, no invented statistics, and no short phrase that could be read as a guarantee.
- Before answering, check that every criterion has a baseline, a target, an owner and a measurement date.
Output format:
Markdown with these numbered sections and headings:
1. Why a proof of value, not a pilot (under 80 words).
2. Success criteria: a table with these columns: Criterion, Baseline, Target, How measured, Owner, Measured on.
3. Timeline: a table with these columns: Week, Milestone, Buyer commitment, Our commitment, Risk.
4. Commercial options: exactly three, with the recommended one marked.
5. Exit criteria and what happens on success.
6. Cover email to the champion (under 120 words) asking for one decision and one date.
7. Questions for me: up to three items you need before this is sent.