The road from innovation to commercialization is a challenging one. But it’s made easier when early-stage companies have opportunities to work with pilot customers — partnerships with larger users, ranging from government to large companies and organizations, that are willing to work with them to test the real-world applications of their products and services.

It’s not just about providing product validation, user feedback, or even helping a company get its feet wet in the market — although those things are extremely valuable. It’s also about forging mutually beneficial ongoing relationships that create solutions to real world problems and help established entities do what they do better, faster and more safely.

Read more for a few recent examples of successful partnerships.