Why 95% of Enterprise AI Pilots Fail | Brad Perriott monō ai

Brad Perriott has spent more than 20 years selling through every major tech wave: infrastructure, cloud, cyber, and now AI. Today he leads GTM at monō ai, one of the hottest AI startups in Australia, founded by former Lendi CEO David Hyman.In their first quarter, Mono signed eight enterprise customers and converted 100% of pilots to contracts, in a market where 95% of enterprise AI pilots show no measurable return. In this episode, Brad breaks down what actually separates the AI projects that work from the ones that stall, and why the problem is almost never the technology.Topics covered:Why 77% of failed AI pilots fail on transformation, not techWhat AI orchestration really is, and why Mono is not just an LLM wrapperThe Lendi transformation story and why the future CEO is technology-basedHow Mono landed 8 enterprise logos and converted 100% of pilots in one quarterWhy command of the message, MEDDIC and real discovery still win in the AI eraBuilding an agentic Client Intelligence tool to keep pipeline honestHiring for judgment and EQ over raw IQSemantic memory, agent bloat, and the agentic harnessIf you are selling into the enterprise, building in AI, or trying to understand what real AI transformation looks like in 2026, this is the episode.