[GTM Phase 2] The Sales Engine — Pilot to Paid (Days 30-90)

[Mosss-OS]

Objective

Convert active pilots into paid contracts. Build repeatable sales process.

Prerequisites

• Phase 1 pilots running (active CHWs using trij)
• Pilot admin dashboard built (issue [GTM Blocker] Build pilot admin dashboard for usage reports #544)
• Sync failure fixed (issue [GTM Blocker] Fix persistent sync failure in offline queue #543)

Actions

• Set up lead tracking: LinkedIn + MoH tender portals
• Build pipeline spreadsheet: leads → intro → demo → pilot → close
• Run mid-pilot check-in calls (day 14 of each pilot)
• Generate usage reports at day 30 for each pilot
• Propose paid expansion: /CHW/month for NGOs
• Write 3 grant applications: Grand Challenges Canada, Gates Foundation, USAID DIV
• Apply to HTHA Accelerator (Kigali)
• Track metrics: activation rate (>70%), NPS (>40), sync rate (>90%)
• Day 60 decision: double down or pivot

Pricing

• NGO pilots: /CHW/month
• Grant-funded: K-K per 6-month pilot
• MoH contracts: K-K/district/year

Success Criteria

• 1+ paid deal in pipeline by day 60
• 50%+ pilot-to-paid conversion rate
• CHW activation >70%, NPS >40

Reference

Full playbook at ~/Desktop/GTM_Playbook/trij-gtm-playbook.md