Jason M. Lemkin argues that enterprise startups should offer pre-packaged pilots because pilots have long been a de facto entry path into enterprise software but lack standardized terms. He highlights common buyer confusion about pilot length, payment, and scope, and recommends clear offers such as a 90-day pilot to reduce friction and set expectations.
I think it's important discussion. But if you're pre brand right, if you're not already known. Right. To the startups, I think what you, what you, what startups should do is have prepackaged pilots. Pilots have worked since the 19th century in enterprise software. Wherever we started, people have always wanted to do pilots. And folks, and I would say even, even now, even in 2021, 2022, there is no standard for a pilot. How long is a pilot? Is it paid? How, how much is it paid? How does it work? When an enterprise buyer comes in, they don't know what's supported in a pilot. They don't know. Culturally, I don't see enough enterprise startups saying we are thrilled to do a pilot. We will do a 90 day pilot for you. It's.
