Most B2B proof-of-concept projects fail not because the technology doesn't work, but because no one validated whether the client was willing to bear the internal cost of solving the problem they just discovered.

Your POC worked perfectly. The technology performed. The data confirmed your hypothesis. The client nodded along in the final presentation.

And then nothing happened.

If this sounds familiar, you're not alone. After working with dozens of B2B startups navigating enterprise sales cycles, I've observed a pattern so consistent it deserves a name: the Successful Failure.

The POC technically succeeds. The commercial outcome fails. And founders are left wondering what went wrong.

Here's what went wrong: you validated the wrong thing.

A follow-up to "Corporate Innovation in the Age of AI: Navigating the Hype, the Hypertail, and the Hard Limits"

In my previous piece, I explored how corporate innovation leaders face four key scenarios in the age of AI: the "hypertail" overload of point solutions, the slow burn of transformation, regulatory compliance pressures, and talent bottlenecks.
While these strategic frameworks help navigate the landscape, they miss a more fundamental truth that's becoming increasingly apparent in boardrooms and innovation labs alike.

The real bottleneck isn't AI adoption—it's organisational readiness.