qualify
Security and procurement in parallel
Start security and procurement in week one.
The week-one path
Document the install and data-access requirements and the PO routing. Introduce your product to security with an honest timeline.
Regulated buyers
Expect AI-governance and security sign-off before or during the pilot. Pressure-test their requirements early.
The cost of waiting
If you discover the procurement maze after the criteria are hit, the deal slips a quarter.
Claims and patterns on this page are paraphrased from practitioner session notes and the Startup Bible (Pilots that convert). See Sources.