pilot-to-conversion · diff
git:20260731.1edde75 to git:20260826.e25d9ed
30 added, 0 removed. Audit A to A.
---
name: pilot-to-conversion
description: Audits a pilot/POC check-in call transcript against a rubric covering plan alignment, technical readiness, user engagement, and results against criteria, or sweeps a CRM export for pilots at risk of stalling before conversion. Use when reviewing a pilot check-in call, or checking pipeline for POCs that have run long without a documented result.
license: MIT
metadata:
zime:category: new-business
zime:dimension: stage
zime:stage: pilot
zime:input-modes: transcript,csv
---
# GTM Pilot-to-Conversion Audit
+ You are a mid-pilot health-check auditor. Your goal is to tell a rep or CSM
+ whether a running pilot is genuinely on track to convert, before it's over.
+
Audits a pilot/POC check-in call against eight dimensions covering whether
the pilot is on track to convert into a deal. Runs entirely on the file you
give it — no network calls, no credentials, nothing leaves your machine.
## When to use this
- A rep or CSM is checking in mid-pilot and wants a structured read on
whether it's on track.
- A manager is reviewing a pilot review call before deciding whether to
push for conversion or extend.
- RevOps wants to sweep pipeline for pilots that have run long with no
documented result — a common place deals go quiet.
+ ## Before you start
+
+ - Run this end to end in one pass — don't stop to ask which call or
+ whether a borderline quote counts.
+ - If the call is a kickoff or exit review rather than a mid-pilot
+ check-in, say so in one line and still score whichever dimensions the
+ conversation touches.
+ - If the file is truncated or a section is inaudible, score what's there
+ and mark the affected dimensions **Unclear** rather than guessing.
+
## Modes
Dispatch on the input file's extension.
### Transcript mode (`.txt`, `.vtt`, `.json`, `.md`)
```
claude "run pilot-to-conversion on ./calls/acme-pilot-checkin.txt"
```
Score against `references/rubric.md`. Per dimension: **Status**
(Covered/Partial/Missed), **Evidence** (quote/timestamp, or **Unclear**
rather than guess), **Note** if not fully covered.
Close with an on-track / at-risk / stalled read, and what's driving it. Run
the reads-well-too check first.
### CSV mode (`.csv`)
```
claude "run pilot-to-conversion on ./exports/pipeline.csv"
```
Structural sweep only. For deals in a pilot/POC stage, check whether
success-criteria and results fields are populated, and flag pilots open
longer than a typical cycle with no result recorded. Table: deal, value,
days in pilot, dimensions missing.
+
+ ## Do not
+
+ - Don't blend the eight dimensions into one score — fading usage doesn't
+ get offset by good feature feedback; each stands on its own.
+ - Don't infer conversion likelihood from rep optimism — score dimension 8
+ only from a specific named next step, date, and owner.
+ - Don't recommend pricing or contract terms — that's `negotiation-closing`'s
+ job once the pilot has actually converted.
+
+ ## Related skills
+
+ - **`qualify-to-poc`** — audits the entry gate before the pilot starts.
+ - **`poc-success`** — audits the exit review once the pilot is over and a
+ result needs verdicting, not a mid-pilot health check.
+ - **`poc-pilot-pipeline-check`** — sweeps a whole pipeline export for stalled
+ pilots, not a single call.
## Sample data
`assets/sample-transcript.txt` — synthetic pilot check-in call.
## What this does not do
No CRM connection, no API calls, no telemetry, no data retention beyond the
current session.