Скачать или смотреть DPW Amsterdam 2025 | Podcast | Why "free" is never actually free

In this clip, LightSource CEO Spencer Penn explains the hidden costs and risks associated with corporate pilots. He describes how finding a credible internal "champion" is essential for a startup's survival. Spencer argues that pilots are a double-edged sword: while they offer a chance to prove value, they are also expensive, time-consuming, and can be demoralizing for the teams involved if there is no clear path to a production agreement.

Key discussion points:
• The role of a champion: A startup's success relies on finding a credible and passionate internal champion who truly wants to improve their company.
• Pilots as implementations: A pilot is not just a demo; it is effectively a full-scale implementation that requires significant resources and effort.
• The "free" illusion: Many companies expect pilots to be free, forcing startups to provide expensive services to well-resourced enterprises.
• The charter requirement: Before starting a pilot, it is critical to have a clear "charter" that outlines what happens if the pilot results are successful.
• Beyond the pilot: Success means moving past the "pilot phase" and securing a long-term production agreement to avoid the drain of repeated, non-revenue experiments.