A pilot is not a pipeline.
AI companies selling into the enterprise run two motions at once: a design partnership that looks like engineering, and a sales cycle gated by security review and procurement. We build the system that tracks both as one deal.
The demo closed. The deployment never started.
Pilots sit in the CRM as open opportunities for two quarters because nobody wrote down what converts one. Evaluation criteria live in a shared doc, the security questionnaire lives in someone's inbox, and the model that impressed the buyer was never the one that had to pass review.
From demo to deployed is a process.
AI — evaluationWhat an AI go-to-market system holds.
Pilot as an object
Design partners and paid pilots modelled with their own stages, success criteria, start and end dates, so a pilot either converts to production or closes with a reason.
Evaluation tracking
The buyer's eval — datasets, benchmarks, accuracy thresholds, the humans scoring it — recorded against the deal, so a failed criterion is a task, not a rumor.
Security review as a stage
SOC 2 evidence, DPAs, model and data residency, subprocessor lists and questionnaire turnaround tracked as pipeline, because that review is what actually sets the close date.
Usage into the CRM
Tokens, seats, workspaces and API calls piped from your product database into HubSpot, so expansion and churn signals sit next to the account owner reading them.
Consumption billing wired up
Committed spend, overage and drawdown reconciled between billing and the CRM, so renewal forecasts stop being a spreadsheet a founder maintains by hand.
Forward-deployed handoff
The path from account executive to solutions engineer to implementation, with the integration scope, model configuration and acceptance test carried across instead of retold.
Write down what a pilot actually is.
Diagnose
Every open design partner listed against the CRM, the product database and the pilot tracker: what each one was promised, and what it is waiting on.
Define
One written definition of a pilot, a conversion and a production deployment — agreed by sales, the solutions team and whoever signs the security answers.
Instrument
Objects, stages, usage sync, billing reconciliation and the review dashboards built against that definition, in HubSpot and the systems either side of it.
Hand over
Documentation, training for the team running deployments, and a stretch of us operating it alongside you while the first deployments go out.
The renewal is decided after the handoff.
The engineer who built the integration moves to the next logo. Usage drops for a month and no one sees it, because the signal lives in the product database and the renewal lives in the CRM. Post-sale is where the renewal is decided, and it is the part nobody instruments.