# How to turn a B2B free trial into an activated evaluation. - working worksheet

Reviewed alongside the Eli guide: https://hireeli.io/resources/b2b-free-trial-activation-path

## Decision to make

Guide a trial user to the smallest credible moment of value

Owner: ____________________
Review date: ____________________
Canonical page or destination: ____________________

## Buyer questions

- [ ] How to turn a B2B free trial into an activated evaluation?
- [ ] What should a B2B startup do first to guide a trial user to the smallest credible moment of value?
- [ ] Which evidence shows that guide a trial user to the smallest credible moment of value is working?
- [ ] What is the most common mistake when teams try to guide a trial user to the smallest credible moment of value?

## Evidence-led work plan

### 1. Why this decision appears: a product tour can show features while the user never connects real data

A product tour can show features while the user never connects real data, completes the critical workflow or understands the result.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 2. Identify one activation outcome for each primary use case and guide the trial toward it with truthful setup requirements

Identify one activation outcome for each primary use case and guide the trial toward it with truthful setup requirements.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 3. Ask the user to choose the job, then collect only required setup context

Ask the user to choose the job.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 4. Measure measure time to activation

Measure time to activation, activated accounts, repeated use, qualified upgrade and support burden.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 5. Do not cross this boundary: do not call account creation activation or hide required payment and data dependencies until the end

Do not call account creation activation or hide required payment and data dependencies until the end.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

## Source ledger

- [ ] Google Search Central: optimizing for generative AI features: https://developers.google.com/search/docs/fundamentals/ai-optimization-guide
- [ ] Google Search Central: people-first content guidance: https://developers.google.com/search/docs/fundamentals/creating-helpful-content
- [ ] OpenAI: publishers and developers FAQ: https://help.openai.com/en/articles/12627856-publishers-and-developers-faq
- [ ] Eli AI Visibility Index methodology: https://hireeli.io/ai-visibility-index/methodology

## Measurement boundary

Baseline date and exact context: ____________________
7-day observation: ____________________
14-day observation: ____________________
30-day observation: ____________________
Known limitations: ____________________

Keep technical eligibility, citations, recommendations, visits, leads and revenue as separate evidence. This worksheet does not guarantee an external ranking or commercial result.