Are You Pilot-Ready? — Aligning Product, Commercial, and Legal For Engineered Success

Startups don't necessarily fail because of bad ideas . they fail because their pilots never convert. This presentation breaks down what it really takes to move from prototype to paid deployment. Through a practical, real-world lens, we explore how Product, Commercial, and Legal must align to de-risk pilots and position them for scale. You'll learn how to structure pilots with a clear path to conversion, define measurable success metrics, and avoid the execution gaps that kill momentum (misaligned stakeholders, vague outcomes, hidden IP and data ownership risks). Who is this for - Technical founders preparing for a pilot (or managing one that has stalled) - Startups building hardware, SaaS, or deep-tech solutions - Teams navigating early enterprise sales cycles - Anyone tired of "successful pilots" that go nowhere What to expect from the session - A clear breakdown of the "Pilot-Readiness" framework across Product, Commercial, and Legal - A practical Pilot Playbook . from partner selection to deal conversion - A case example showing how small product changes can trigger major legal and commercial implications - Common failure points (and how to avoid them) when running pilots in real-world environments - Straight talk on aligning internal teams before engaging external partners What you'll walk away with - A structured way to design pilots that actually convert into revenue - Clarity on how to define success metrics and "consequences of success" early - Practical insight into managing IP, data ownership, and legal risk during pilots - A repeatable approach to moving from pilot → validation → commercial scale - Better questions to ask before you commit time, money, and credibility to your next pilot Presenters Colin McWhinnie - Sales Primer Chris Stairs - Sales Primer Robbie Roberts - Form3 Design Kurt Kolb - Perpetual Motion Patents Speakers: Chris Stairs, Colin McWhinnie, Robbie Roberts, Kurt Kolb Presented by Sales Primer