Pilot
Also known as: Proof of Concept, POC, Trial
A limited, time-bound implementation of a product at a customer site to evaluate performance and fit before a full commercial commitment.
Full Definition
Pilots are a common step in healthcare procurement, particularly for capital equipment, digital health platforms, and enterprise software. They allow economic buyers to evaluate clinical integration, workflow impact, and actual performance against the value promise before committing to a full purchase. For the selling company, pilots generate reference customer relationships, real-world evidence, and case studies that support broader commercial expansion. Poorly structured pilots — without defined success metrics and commitment mechanisms — often fail to convert.
Example
A health IT company structures its pilot agreement with defined success metrics (alert response time, clinical decision adherence rate), a 90-day timeline, and a conversion clause that triggers a full contract if metrics are met. This structure converts 70% of pilots to full contracts.