Accountants Think that the AI Close is Bullshit. Are They Wrong? Chapter 3: Waseem Daher of Pilot

Most firms land somewhere near $250,000 of client revenue per accountant. Pilot targets a million, and Waseem Daher’s position is that the gap is as much about pricing as it is about AI. He co-founded Pilot, which runs as two things at once: an accounting firm with about four thousand clients, and Meridian, the software other firms use to run their own closes. He still does the books for a couple hundred clients himself. It’s how he finds out what’s broken at eleven at night. What has to be true before any of this works is less exciting than the demo. You need inputs you can actually get. You need a process someone has written down. And you need incentives that aren’t quietly pulling against the thing you’re trying to do.