> That's a pretty big downside Or it might give you a huge upside. I worked in one such situation where a small group at megacorp did pilot our alpha product

> That's a pretty big downside Or it might give you a huge upside. I worked in one such situation where a small group at megacorp did pilot our alpha product and drove a lot of feature requirements. I was main point of contact for pilot. It was lot of work and some frustration but after a year of this pilot work, referral from this little group resulted in over $20M in revenue for the product from other groups within Megacorp. Over $100M of revenue from other customers in next few years was easily attributable to referral from this small group at megacorp.