Publishing your failure rate is a procurement instrument
A reported failure rate converts an admission into a screening filter. It only works if the denominator is disclosed, because a zero-failure portfolio is a claim about reporting.
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Procurement
The pilot as a sales tactic
A cheap pilot is a qualification instrument for the vendor. The diagnostic is what evidence and permitted artifacts remain if the buyer purchases nothing further.
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Third-party risk management is the gate your prototype actually has to pass
A business arrangement can exist with no contract and no payment, so the free pilot is already inside scope. And some obligations survive the relationship ending.
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