One of the biggest hurdles in the $400 billion worldwide software market is finding a way to match emerging software companies with potential enterprise customers and partners.
Today, software companies and enterprises rely on one-off pilots, or proofs-of-concept (POCs), in order to evaluate the potential value of a relationship: for software companies, pilots are an opportunity to demonstrate the efficacy of their solution, and for enterprises, pilots are an important tool for gaining access to new technology without the overhead or risk of a full-scale deployment.
However, pilots are costly and time consuming, requiring specialized integrations with each new partner and causing a significant distraction from the day to day operations of the business. For startups, this problem is even more pronounced: they need to quickly prove themselves in a real-world application to land enterprise customers and convince investors of their value proposition.
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