Concept

Pilot vs paid contract

A pilot is a bounded test of fit; a paid contract is a commercial commitment with price, scope, and renewal risk. Venture-backed founders should care this week because many 'pilots' are unpaid science projects that never convert — while a short paid engagement forces real buyer priority. If your pipeline is full of free trials with no conversion criteria, you are funding discovery for the customer, not validating GTM.

Where founders get this wrong

• Running open-ended free pilots with no success criteria, owner, or end date.
• Calling something a pilot when the buyer already needs a paid SOW — and discounting anyway.
• Treating a logo as traction without a path to paid expansion.