From Pilot to Payday: 7 Counter-Intuitive Lessons on Closing 6-Figure Enterprise Deals

67% of GenAI startups never get past the pilot stage. But the ones that break through? Unicorn in 3.6 years. Same models. Same APIs. The difference isn’t technical — it’s how well you understand the person on the other side of the table.

From a recent talk I gave to YC founders.