On June 12, BuildTech VC and Plug and Play Tech Center co-hosted a breakout session titled “From Pilot to Playbook – Scaling Technology in the Physical Space.” The event brought together founders, corporate innovation leaders, and investors to dive deep into the often-overlooked phase between pilot success and full-scale deployment — a critical hurdle for any startup working in the built environment.
Too often, pilot programs are treated as isolated experiments. But the real challenge — and opportunity — lies in turning those pilots into repeatable processes. One showcased startup, GAMMA AR, walked through its structured deployment with GOLDBECK, where success hinged on defining roles, commitments, and stakeholder expectations at every step. Another example, BaleBlox’s collaboration with REHAU New Ventures, highlighted how tapping into a well-connected industry advocate can unlock doors that otherwise stay closed.
Engaging with large organizations takes more than a great product — it requires understanding their internal dynamics. Panelists emphasized the importance of knowing who you’re talking to: innovation teams may be your entry point, but business units ultimately drive adoption.
One particularly useful insight came from David Sesi of JLL, who reminded founders to look beyond the immediate corporate partner and understand who their customers are. In JLL’s case, for example, the end clients might be landlords or property owners who rely on JLL for property management. A startup must consider not just how their solution helps JLL internally, but how it impacts JLL’s clients — because they’re the ones driving long-term value.
Startups don’t have to figure this out alone. As Jagmeet Kaur Khangura from Black & Veatch shared, one of the smartest moves a founder can make is to connect with peers who have already gone through similar deployments. Their stories, missteps, and advice can fast-track your own journey. Don’t just research the company — research their past pilots.
This event marked another milestone for the BuildTech Launchpad — an initiative that brings together pilot-ready technologies and the right corporate partners to accelerate adoption in the real world. With practical case studies, candid panel conversations, and actionable advice, the session was a strong reminder that scaling in the physical space isn’t just about tech — it’s about people, process, and partnerships.
Are you building in the physical world? Whether you’re developing materials, robotics, construction software, or climate-focused tech, BuildTech VC is here to support your journey from early traction to scalable success.
Reach out — let’s turn your pilot into a playbook.
