Pilots are ways to work with a customer to figure out their needs. Rarely does a product fit 100% with what a customer wants. Get them to pay for a N month pi

Pilots are ways to work with a customer to figure out their needs. Rarely does a product fit 100% with what a customer wants. Get them to pay for a N month pilot/poc. Thats the way cash flows. And your sales team can name drop the Car Dealership to get the next customer.