RESOURCES
How to stop pilots from dying in R&D
Pilots
Five protocols for converting an enterprise pilot into a full commercial rollout. Corporate pilots are usually structured to minimise the buyer's risk, often at the cost of the startup's runway.
A pilot should end in a commercial decision, not another pilot.
The protocols cover how to set terms so a successful technical test leads to a binary commercial outcome: a named budget owner on the buyer side, paid validation before hardware is deployed, and a defined path to full-scale procurement.