Anu Bharadwaj Says Moving Pilots to Production Is a Hard Test
Photo: TokenPost
Startups can mistake short-lived pilot revenue for durable demand, Iconiq partner Anu Bharadwaj said, urging founders to distinguish recurring revenue from annualized run-rate figures as they assess product-market fit. During a panel discussion last week, Bharadwaj said companies have become more willing to test new products, making it easier for startups to win pilot projects. The harder step is converting those trials into production use. She said founders should label revenue figures clearly, distinguishing annual recurring revenue (ARR) from an annualized run rate. Some pilot customers may use a product for only a few months.
Source: TokenPost
