On February 18, the Mack Institute partnered with the City of Philadelphia’s Department of Commerce to host the latest installment of Tech Talks, a series designed to convene the region’s founder community around topics in innovation. Held on Wharton’s campus, From Promise to Pilot: How Pilots Can Drive Business and Innovation focused on how pilot programs (small-scale trials run to test and refine business solutions before scaling) can serve as catalysts for growth.
The panel brought together leaders from academia, government, venture, and industry: Leslie S. Richards, Professor of Practice at the University of Pennsylvania; Tito Obaisi, Director of Pipeline and Insights on the Startup Engagement Team at Comcast NBCUniversal; Ronald Hovey, Procurement Commissioner for the City of Philadelphia; Valery Yakubovich, Executive Director of the Mack Institute and moderator Mical Jeanlys-White, Founder and CEO of WealthMore.
Drawing on both lived experience and academic research, the discussion explored how startups, corporations, and public institutions can design pilots that move beyond experimentation to measurable impact.
From Pilot to Platform
A central theme of the evening was that a pilot is not an end in itself. Rather than treating a pilot as a proof-of-concept checkbox, panelists emphasized the importance of defining success criteria early and ensuring that a clear path to scale exists from the outset.
For founders, that means understanding that demonstrating a product works is only the beginning. A successful pilot must connect to a viable business model and show how results can be replicated and expanded. Without a roadmap for scaling, even technically successful pilots can stall.
Panelists also underscored the importance of building the right internal relationships within partner organizations. Distinguishing between “sponsorship” and true “championship” can make or break a pilot’s trajectory. Having an internal advocate is helpful, but founders must also identify decision-makers—particularly those who control budgets. Need alone does not guarantee adoption; understanding organizational structure and procurement authority is essential.
Navigating Procurement and Competition
For startups working with large corporations or municipalities, procurement processes can be opaque and intimidating. Hovey encouraged founders to familiarize themselves with principles of openness and competition, and to approach the process with transparency. Panelists noted that founders should not shy away from asking questions about procurement requirements or competitive dynamics, signaling a willingness to compete fairly.
Obaisi highlighted how corporate innovation programs can serve as structured entry points for startups. He pointed to Comcast NBCUniversal’s Lift Labs accelerator portfolio—which supports dozens of AI startups—as an example of how corporations can create pipelines that connect emerging technologies to business units. Yakubovich agreed, suggesting that founders research concepts such as corporate venturing and “venture clienting,” where companies act as early customers, providing both validation and revenue.
Designing for Impact
Another key takeaway: pilots should address “painkillers,” not “vitamins.” In other words, the most successful pilots solve urgent, high-priority problems. While cost-cutting can be compelling, demonstrating revenue generation or strategic advantage is often even more persuasive.
Richards shared examples from the public sector, including SEPTA’s pilot efforts to encourage employers to offer transit benefits, illustrating how pilots can align institutional goals with community impact.
Throughout the discussion, speakers returned to a shared message: Philadelphia’s innovation ecosystem benefits when startups, corporations, universities, and government agencies collaborate intentionally. As Tech Talks continues, the series reinforces its mission: creating meaningful dialogue and connections that help Philadelphia’s tech community bring new ideas to life.