We need a pilot with a guaranteed conversion path — if we don't hit our KPIs, we exit cleanly.

"We can build a performance-gated pilot — if the KPIs we agree on don't hit in 90 days, you exit with no further obligation. Our conversion rate on pilots is 89%, so we're betting on ourselves."

"Which KPIs matter most — adoption rate, time-to-value, revenue attribution? Let's define them upfront so there's no ambiguity at the end of the pilot."

"Performance-gated pilots align incentives — you pay if it works, we earn if it works. That's exactly the structure that makes sense. Let's write the KPIs into the agreement."