{"letters":[{"title":"How to write a pilot that ends in a contract","url":"https://tmaleh.beehiiv.com/p/how-to-write-a-pilot-that-ends-in-a-contract?utm_source=tmaleh.com&utm_medium=website&utm_campaign=letters_feed","date":"2026-11-04T16:00:00.000Z","excerpt":"Six questions, seven fields and a review date that keep you out of pilot purgatory.","image":"https://media.beehiiv.com/cdn-cgi/image/fit=scale-down,format=auto,onerror=redirect,quality=80/uploads/asset/file/5289d37c-da5d-4010-bdcd-fce228cf8f8b/g2-pilot-never-close.png"},{"title":"How to find the right customer","url":"https://tmaleh.beehiiv.com/p/how-to-find-the-right-customer?utm_source=tmaleh.com&utm_medium=website&utm_campaign=letters_feed","date":"2026-11-03T23:04:55.000Z","excerpt":"Five steps, five questions and one scorecard to find the buyer who pays from their own P&L.","image":"https://media.beehiiv.com/cdn-cgi/image/fit=scale-down,format=auto,onerror=redirect,quality=80/uploads/asset/file/f67888c9-0147-481c-9576-440200d58bff/thumb-v3-users-arent-customers.png"},{"title":"Build on the problem, not the cycle","url":"https://tmaleh.beehiiv.com/p/build-on-the-problem-not-the-cycle?utm_source=tmaleh.com&utm_medium=website&utm_campaign=letters_feed","date":"2026-10-30T11:00:00.000Z","excerpt":"What the dot-com crash and the rise of cloud teach AI founders about who survives a funding cycle.","image":"https://media.beehiiv.com/cdn-cgi/image/fit=scale-down,format=auto,onerror=redirect,quality=80/uploads/asset/file/f197b624-a99b-4313-b00f-f086125d54d2/pr-thumbnail-build-on-the-problem.png"}],"updated":"2026-11-04T18:45:52.567Z"}