Vendor 'successful pilot' references presented at procurement-committee evaluation transfer to scaled production at the procuring enterprise's measurement and governance regime at roughly the McKinsey 23% rate (n=1,491, Nov 2025); the gap is operational rather than capability-driven and is tractable with six pre-pilot questions a procurement committee can require answered in writing before the contract closes, not after.

Claim created at publish; review on 60-day cadence. Anchor data: McKinsey State of AI Nov 2025 (23%/39%/38% scaling/experimenting/none-or-stopped distribution, n=1,491). Sister claims: AM-030 (McKinsey 23% from IT-leader perspective), AM-130 (4 evidence classes for procurement readers), AM-029 (Stanford 12/88 distribution), AM-128 (MIT 95% pilot-failure claim). Trigger conditions to revisit before next cadence: (a) subsequent McKinsey, Forrester, or Gartner wave showing the 23%/39% distribution compressing without operational-discipline intervention; (b) cross-vendor procurement-outcome dataset on pilot-to-production transfer rates at named procurement organisations; (c) named pilot-claim walk-back from a major 2026 launch (Salesforce Agentforce v2, Anthropic Computer Use commercial GA, Microsoft Copilot Studio enterprise tier) analogous to the Klarna 700-agent reversal.