Insight
Pilot-to-Production: The Missing Middle in Enterprise GTM
Analysis of conversion gaps between pilot success and scalable rollout in enterprise AI and automation GTM motions.
Key Takeaways
- Pilot count without conversion criteria creates false progress signals.
- Scale readiness requires executive sponsorship, procurement design, and compliance pre-work.
- Investment should follow validated conversion mechanics, not pilot volume.
Decision Boundary
Scale investment should follow conversion validation, not pilot volume.