Pilot purgatory is where corporate innovations go to feel successful. The pilot worked, the feedback was warm, the case study looks great, and the paying customer never arrives. The problem is rarely the product. It is the value proposition underneath it.
Prefer audio? Listen to this piece on Substack.
You've built the MVP. The team's excited. Leadership signs off.
But then: crickets. No deals. No urgency.
The problem? It's not your product. It's your value proposition.
In this episode, we unpack why even well-designed innovations fail to gain traction and how to fix it before sinking time and budget.
You'll learn:
- Why most value propositions fall flat (and how to make yours convert)
- How to identify your customer's ultimate desired state
- The "Pitch MVP" method for validating before building
- How to shift from selling tech to selling transformation
- Real-world examples of messaging pivots that unlocked revenue
Plus: the one question every innovation team should ask before hitting launch.
This one's packed: let's dive in.
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Don't create unicorns,Let's breed blue whales. 🐋
If this topic hits home for you or someone on your team, forward it.
(Podcast episode, ~10:49 audio.)
Related reading: How to Build a Value Proposition That Turns Stakeholder Skepticism into Sales
Escaping pilot purgatory is exactly what Revenue Engineering was built for. We validate by commitment in PreXLR and install the go-to-market in XLR. Book a discovery call.