01. Buying moment
The current contract renews in three months and a recurring process still needs manual work.
02. Outcome offer
A migration assessment for one workflow, followed by a scoped pilot if the assessment supports it. Define data coverage, integration requirements, acceptance criteria, rollback and support. Do not promise a deployment date before checking dependencies.
03. Signal
Give the assessment a consistent name and identity across search pages, demos and the pilot plan. Show the relevant workflow instead of an abstract feature list.
04. Access
Publish fit and exclusions. Give IT the architecture and security material, finance the cost assumptions and users the pilot tasks. Make the export and exit route explicit.
05. Evidence
Measure completion time and error rate on comparable tasks before and during the pilot. Report the number of tasks, test conditions and exceptions. A demo is not a customer outcome.
An illustrative calculation
For illustration: 100 tasks take 10 minutes each today and 7 minutes in a controlled pilot. That is 5 hours of gross time released per 100 tasks. Include training, review and licence costs before estimating value.
What to take into your own work
A pilot should answer a purchase question before it becomes a rollout.
Map your own buying situation ↗