Beginner's Guide to Commercializing Innovation

A: Governing principle: Technical feasibility doesn’t equal commercial viability. Here, the symptom is pilot success with no conversion, pointing to a customer discovery gap at the economic buyer level. Option B traps engineers who assume feature depth drives early revenue when authority mismatch explains all signals.

A: Governing principle: TAM is user count multiplied by annual price, independent of adoption timing. 50,000 times $200 gives $10 million, ignoring phasing and capture rate. Option B catches engineers who confuse TAM with first-year revenue.

A: Governing principle: Patents protect claims, not outcomes or markets. Design-arounds can bypass claims while preserving function, leaving revenue exposed. Option B tempts those equating patents with absolute exclusion.

A: Governing principle: Buyers discount ROI if adoption risk is high. Even strong economics fail when process disruption or accountability shifts aren’t addressed. Option B pulls in those focused on math errors rather than risk perception.