> 5 signed pilot agreements (to start once we finish a couple of features) Just a word of caution here. It would be important for you and the client to alread

> 5 signed pilot agreements (to start once we finish a couple of features) Just a word of caution here. It would be important for you and the client to already be aligned on financial terms / paid pilot when based on feature development. When dealing with larger organizations, it’s not unusual do see B2B postmortems caused by ‘death by a thousand features’ where the deal never happens. Until the organization has to pay anything you may not have a deal at all (didn’t go through procurement, legal, etc).