Eleven pilots ran. Two converted.

A pilot feels like progress because it looks like work. Often it is the buyer purchasing an option on a decision they have not yet made.

By Steve 5 min read
Abstract bridge artwork for Eleven pilots ran. Two converted.

A pipeline full of pilots reads as momentum. Prospects are engaged, product is in their hands, delivery teams are busy. Then the quarter closes and two of the eleven have become customers, three have gone quiet, and the rest are “waiting on internal discussions”. The instinct is to run more pilots. Usually the more useful question is what the pilot was actually testing, and whether that was the thing standing between the buyer and a decision. A pilot answers the question you have, not the one they have Most pilots…

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Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

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