Before you say yes to a corporate partnership, answer these five make-or-break questions
Landing a big-name partnership can feel like a breakthrough moment for founders. But too often, it leads nowhere. So what should you do?
There is a particular kind of excitement that comes with landing a corporate partnership or pilot.
For a founder who has spent years building credibility from scratch, a recognised brand agreeing to trial the product can feel like meaningful validation. The logo strengthens the narrative, conversations gather pace, and investors begin to pay closer attention.
It may be a wonderful feeling, but it is not yet revenue. A pilot is simply an agreement to test whether commercial value might exist.
Unfortunately, I have seen founders commit significant time and focus to these engagements, reshaping roadmaps and accelerating delivery to meet enterprise expectations, only to discover that the pathway to contract is unclear when the trial period concludes.
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