How many pilots should I run as a pre-seed startup? I will not promote

I am trying to run a B2B ed tech product for universities and colleges. Right now, I have one unpaid pilot and I had one verbal offer for a paid pilot, but that verbal offer is now stuck with their payments team for budget approval. For the unpaid pilot, the school is very enthusiastic and will be a champion for the product moving forward. I even gave them a number for what the proposed paid contract would like, and they still went ahead with the pilot. What I am unsure about is if I should acquire more pil