As a B2B startup founder, I learned a tough lesson that cost me $70K: the importance of securing pilot partners before building an MVP. With over ten years of experience in manufacturing, specifically working with frontline production workers, I felt confident in my understanding of customer needs. However, after eight months of developing a comprehensive product, discussions with potential customers—particularly an aerospace company—revealed that I had overbuilt.

This company already had numerous products addressing similar needs, and they required significant customization. Despite having a frontline workforce of over 50, I quickly realized they weren’t my ideal customer; they operated as a distribution center rather than a production environment.

This revelation prompted me to pause and reevaluate my strategy. I shifted my focus from building to actively seeking out ideal pilot partners. I immersed myself in learning—reading books, hiring coaches, attending networking events, and enrolling in courses. Within three months, I signed my first pilot partner, followed by several more. These partners have not only become advocates for my product but also valued friends in the industry.

Recognizing that I faced challenges likely shared by other founders, I began reaching out to help B2B founders secure pilot partners before they complete their MVPs.

Here’s why I strongly encourage B2B startup founders to seek pilot partners early in their development process:

Validate the Problem: Early pilot partners can confirm whether the problem you’re addressing is significant enough for businesses to invest in, preventing you from building a solution for a non-issue.

Feedback-Driven Development: Real-time feedback from pilot partners enables your product to evolve based on actual user needs, ensuring features address genuine pain points instead of assumptions.

Market Fit: Collaborating with pilot partners helps you identify product-market fit early on. If they recognize value, it’s a strong sign your solution will resonate with a broader audience.

Faster Iterations: Engaging partners during development allows for rapid iterations. You can test features, learn from mistakes, and refine your product continuously, minimizing wasted resources.

Create Early Champions: Successful pilot partners can become advocates for your product, driving organic growth and building trust in the market through their recommendations.

Potential Revenue and Testimonials: Some pilot partners may be willing to pay or provide testimonials, which can enhance your marketing and sales efforts even before the product is fully developed.

By securing pilot partners early, founders can align product development with actual market needs, reducing risks and increasing the likelihood of success upon launch. If you’re unsure how to navigate this process, let’s schedule a quick introductory call to explore whether it makes sense for us to work together. As a B2B SaaS founder, I believe I’m the right partner to help you embark on your journey to secure your first pilot partner for your startup.