Initially, it could be a teacher or mid-tier decision-maker deciding to spring for the pilot (typically <100 students).  They are often not the people that have the power to make a district-wide decision (typically >1000 students).  The term "Pilot" is used very diversely and loosely in schools.

What I want to do:  When a lead comes in for a "pilot" (i.e., a subset of the full potential sale if a whole district came on), I want to indicate that the "pilot" is in-progress and then converted, closed/won when that transpires.  (We need to recognize the revenue, etc.)

That said, closed/won pushes the district off the "Potential" radar and I don't want that.  There is so much potential left from that account, but the district-wide lead is different than a pilot lead as we may not be even working with most of the same people and the district as a whole may not know a small pilot is even happening. (Often it's a grass-roots kind of thing to start, and builds momentum.)

Who has suggestions / ideas for the best ways in Zoho to preserve the lead, mark the Pilot portion as closed/won (or in-progress), without dropping the whole District as a potential unto itself?