# How to convert beta users into paying B2B customers. - working worksheet

Reviewed alongside the Eli guide: https://hireeli.io/resources/convert-beta-users-to-paying-customers

## Decision to make

Move an early beta from usage to a clear commercial decision

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

## Buyer questions

- [ ] How to convert beta users into paying B2B customers?
- [ ] What should a B2B startup do first to move an early beta from usage to a clear commercial decision?
- [ ] Which evidence shows that move an early beta from usage to a clear commercial decision is working?
- [ ] What is the most common mistake when teams try to move an early beta from usage to a clear commercial decision?

## Evidence-led work plan

### 1. Why this decision appears: free users can stay polite and active without experiencing enough value to pay or having authority to buy

Free users can stay polite and active without experiencing enough value to pay or having authority to buy.

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

### 2. Define the paid problem, activation event and decision date at the beginning of the beta, then review real usage and outcome evidence together

Define the paid problem, activation event and decision date at the beginning of the beta, then review real usage and outcome evidence together.

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

### 3. Set a written beta success condition, then instrument the critical workflow

Set a written beta success condition.

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

### 4. Measure track activation

Track activation, repeated use, outcome evidence, buying authority and paid continuation.

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

### 5. Do not cross this boundary: do not extend a vague free beta indefinitely or pressure users with an arbitrary deadline unrelated to value

Do not extend a vague free beta indefinitely or pressure users with an arbitrary deadline unrelated to value.

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

## Source ledger

- [ ] HubSpot: ways to find and keep a first customer: https://blog.hubspot.com/sales/first-customer
- [ ] Google Search Central: people-first content guidance: https://developers.google.com/search/docs/fundamentals/creating-helpful-content
- [ ] Google Search Central: optimizing for generative AI features: https://developers.google.com/search/docs/fundamentals/ai-optimization-guide
- [ ] 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.