go-to-market2026-01-161 min read
Pilot-to-Paid AI Programs That Actually Convert
A playbook for moving from a successful pilot to a repeatable paid rollout with procurement-grade evidence.
title: Pilot-to-Paid AI Programs That Actually Convert
description: A playbook for moving from a successful pilot to a repeatable paid rollout with procurement-grade evidence.
date: 2026-01-16
tags: [go-to-market, enterprise, procurement, roi]
Why pilots stall
Procurement asks for proof: security posture, controls, measurable ROI, and operating ownership.
Procurement-ready outputs
- Security overview + incident response
- Data processing diagram
- Audit log samples
- SLA/SLO targets and escalation path
- Control matrix mapping (SOC2-ready)
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