Launch plan / GTM plan

Decision Pilot AI route-suggestion to new ops accounts in their first 7 days. Six-week pilot with a written kill criterion. Phasing Wave 1 (week 1–2): 10 hand-picked accounts, CSM-paired, feedback collected daily. Wave 2 (week 3–4): All new ops accounts with fleet size > 5 vehicles. Wave 3 (week 5–6): All new ops accounts. Guardrails - Suggestions always show "why" copy (3 bullets). - One-click reject with structured reason. - Hard cap: never suggest > 3 alternative routes per request. - Volume threshold: do not enable for accounts with < 3 routes in their first 48 hours. Success metric Pilot accept rate ≥ 30% by week 4. TTFV improvement ≥ 2 days by week 6 (relative to matched control cohort). Kill criterion If accept rate < 30% at week 4, kill pilot and write a one-page memo on what we learned. If accept rate ≥ 30% but TTFV does not move by week 6, keep pilot running and instrument why. Comms Internal: Slack #launches channel; weekly Friday note. External: No marketing comms until Wave 3 hits with ≥ 40% accept. CSM script: 4 bullets, attached. Risks - Visible miss in early week erodes trust quickly. Mitigation: human review on first 20 suggestions per account. - Sales pipeline pressure to widen pilot prematurely. Mitigation: weekly exec gate review. Next step Wave 1 launches Monday. Daily standup on accept-rate signal for the first 10 days.