# Pilot Scoping Checklist

**Audience:** Operations, Engineering
**Read time:** ~4 minutes
**Use this when:** sales has issued a tailored demo and the customer is ready to talk pilot terms.

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## What a Civops pilot is

A 30–90 day, single-site, **bounded** deployment of Civops at the customer's plant — running passive-read against existing systems, surfacing operator screens, capturing baseline KPIs in the Lifecycle Value Ledger. **Not** a full production cutover. **Not** a SaaS replacement. A bounded proof point with a defined conversion gate.

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## Pre-pilot checklist

Before you sign the SOW, get these answered. Anything red is a pilot risk.

| | Question | Why it matters |
|---|---|---|
| □ | **Site selected** — single plant, not enterprise rollup | Single-tenant scope keeps the pilot contained and the success math clean |
| □ | **Sponsor identified** — VP-level (Ops or Mfg IT) with budget authority | Pilots without a sponsor stall at week 4 when the integrator pushes back |
| □ | **Source systems inventoried** — ERP, MES, historian, CMMS, QMS, WMS named with versions | Connector ladder needs the version to scope the adapter |
| □ | **Network posture confirmed** — is the customer's DMZ at Purdue L3.5? | If not, install becomes a 3-week DMZ remediation before Civops can land |
| □ | **Outbound allowlist** — can the customer add api.anthropic.com to the L3.5 outbound for the pre-cutover phase? | If hard no, we ship a fully-on-prem pilot variant — slower, but viable |
| □ | **Operator screens scoped** — pick 3–5 daily-use loops to demonstrate (HMI, Quality, Maintenance, etc.) | Pilots fail when the surface is "everything" — pick a focused win |
| □ | **Success criteria written** — specific, measurable, baseline-able | Without baselines, the Lifecycle Value Ledger has nothing to compare against |
| □ | **Conversion gate** — what triggers go/no-go to production? | If undefined, the pilot extends indefinitely |

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## Success criteria — three categories

Pick at least one from each category. Don't over-promise; the ledger holds you accountable.

### Operational
- "Reduce CSV reconciliation time from 6 hrs/wk to <1 hr/wk" — measured by engineer time logs.
- "Cut HMI build cycle from 6 weeks to <1 week per screen" — measured by deploy timestamps.
- "Ship 5 operator screens during pilot window" — measured by deployment count.

### Financial
- "$X annualized savings in Lifecycle Value Ledger by pilot end" — pick a defensible number.
- "Period-close bridge generates 1 successful month-end tie-out" — measured by close audit.

### Compliance / Audit
- "ALCOA+ scan flags zero criticals on pilot batches" — measured by Pharma Sentinel scan.
- "Audit chain shows 100% capture of operator screen mutations" — measured by audit replay.

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## What's IN scope

- Civops appliance install at one plant DMZ.
- Passive-read connectors for up to 5 source systems.
- Up to 10 operator screens via Sheet Builder.
- Lifecycle Value Ledger seeding with pilot baseline KPIs.
- Pre-cutover cloud Anthropic for AI inference.
- Weekly status calls with sponsor + working team.

## What's OUT of scope

- Promotion of any connector beyond passive_read (that's production cutover).
- Multi-site rollup (single site, single tenant).
- Custom integrations beyond the standard adapter family.
- Customer's own data scientist team building dashboards (post-conversion).
- Production cutover to Ollama (that's the conversion gate, not the pilot).

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## Conversion gate — the go/no-go ceremony

At pilot end, sponsor + Civops review the success criteria scorecard. Three outcomes:

1. **Go** — convert to production. Promote scoped connectors past passive_read, run the cutover state machine, ship the customer-image.sh-built appliance to additional sites.
2. **Extend** — pilot worked but more data is needed. Add 30 days, refine criteria. Limit to one extension.
3. **No-go** — return appliance, archive engagement. Lifecycle Value Ledger ships to customer as a final report. **No charge for the appliance return.**

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## Pilot pricing notes

Pilots are paid engagements. Pricing typically tracks:

- Site complexity (number of source systems, plant size)
- Vertical (pharma + GxP commands premium for Sentinel + compliance scope)
- Pilot length (30 / 60 / 90 day options)
- Sponsor commitment (single-site executive vs enterprise champion)

Final pricing per the SOW. Talk to your Civops account team for current rate cards.

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## Next step

The **Customer Install Guide** walks the on-site engineer through what happens after SOW signature — appliance bootstrap, network discovery, cutover readiness. Make sure the customer's IT-OT team has read it before the kickoff call.