The pilot met every success criterion. The purchase order never came.

A pilot that succeeds and then stalls is rarely a technical failure: it is usually a well-run experiment that answered a question nobody was really asking.

By Steve 5 min read
Abstract bridge artwork for The pilot met every success criterion. The purchase order never came.

A pilot ends. The metrics landed where they were supposed to. The users were complimentary. The champion says the word “brilliant” more than once. Then the conversation slows, a reorganisation happens, the budget conversation moves to next quarter, and eventually someone asks whether you’d consider running a second pilot in another region. This is one of the most expensive patterns in business-to-business selling, because it consumes delivery capacity rather than sales capacity. A lost proposal costs you a few days of writing. A lost pilot costs you your best people…

Keep reading for free

Create an account to read the rest.

The whole library is free. No card, no subscription, no trial that quietly ends. An account simply lets us know who we are writing for, and opens every article from here on.

  • Every article, in full, at no cost
  • New articles published every weekday
  • Takes about twenty seconds
Create a free account I already have one

Free means free. We will not charge you for the library, and you can read as much of it as you like.

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.

More on Growth strategy

Scroll to Top