Once deals were “started” at the executive level, Palantir usually offered a “free pilot.” The free pilot would be a project politically sponsored by the customer’s executive.
The pilot would start by flying to the customer’s office with a small team of deltas and echos (Palantir internal terms for “forward deployed engineers” and “deployment strategists,” respectively) and working on 1) getting access to data, 2) integrating data together, and 3) visualizing the integrated data in a useful way for the organization.
Here’s another approach:
What’s better?