What is Pilot Revenue?
Revenue from trials and experimental budgets that customers have not committed to renew. AI tools are often bought this way first, so careful investors count it apart from ARR until pilots turn into lasting contracts.
$600K booked · $450K is uncommitted pilots
Pilot revenue is…
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In real work
Of the $600,000 the startup booked last year, Ines counted $450,000 as pilot revenue, because those customers had signed three-month trials with no renewal terms.
In the illustration
Both lines run and the meter reads $600K. Only $150K comes through the main, bolted on under contract; the other $450K comes through a hose held by a quick-release clip on a trial timer, with no renewal bolts in its flange.
Sort the customer list below in your deal notebook into pilot revenue and committed contracts, using contract length and renewal terms. Show both totals, the arithmetic, and any customer you could not place.
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