18 corporate pilots signed in four months

What was not working

The product was sold to HR directors through long meetings and a deck. Each conversation started from scratch, and nothing moved between the first meeting and the budget cycle.

What we did

1. 01Replaced the deck with a short pilot offer: a fixed scope, a fixed length and a report at the end.
2. 02Built the pilot agreement once, so legal review stopped being a new project every time.
3. 03Targeted employers in the size range where one HR director can approve a pilot.
4. 04Tracked pilots as their own pipeline stage, with a date for the conversion conversation.

Published with written permission from the client, who asked not to be named. That is why the business is described by industry and location rather than by its name, and why every number here carries the system it came from.