The pilot succeeded. It was never a step towards the rollout.

Most pilots that fail to convert didn't fail on performance: they were a different sale to a different room, and nobody had priced that in.

By Steve 5 min read
Abstract bridge artwork for The pilot succeeded. It was never a step towards the rollout.

A pilot ends well. The users are happy, the numbers hold up, the sponsor says all the right things in the wash-up meeting. Then six weeks pass, then three months, and the rollout that everyone assumed would follow has quietly become something to revisit next budget year. The vendor reads this as a delivery problem, or a follow-up problem, and resolves to chase harder next time. It is usually neither. The pilot and the rollout are two different purchases, made by different people, against different standards of proof, funded from…

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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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