Module 3 · Tool 4

Paid Pilot Design Canvas

Structure a paid pilot programme that positions you as a solution provider, not a vendor, and creates a clear pathway to a commercial agreement.

Load a cohort-relevant example

Partner Profile

Partner Name / Type

Partner Category

The Problem You Are Solving for Them

The Give / Get Equation

A pilot must create clear value for both parties. Define it explicitly.

What the Partner Gets

What You Get

Pilot Payment

Duration

Scope & Success Criteria

Pilot Scope (What will be tested?)

Success Metrics (3 clear, measurable criteria)

Exit Conditions & Post-Pilot Pathway

No-Go Conditions (When will you walk away?)

Post-Pilot Pathway (What happens after success?)

IP & Data Ownership Clauses

The Golden Rule of Paid Pilots

A pilot fee does not need to be large — but it must be non-zero. A partner who will not pay anything for a pilot is not a serious commercial partner. They are using your technology for free R&D. Even a token payment of €2,000–5,000 changes the dynamic: it signals commitment, creates accountability, and positions you as a solution provider, not a supplicant.