It's critical to explain to each prospective member of the program that your job is to come up with a general product—something your company can successfully sell to a large number of customers. You're not trying to build a custom solution that only works for that one company (and they wouldn't want that in any case as they would be left with unsupported, dead‐end software). You are, however, deeply committed to coming up with a product that works extremely well for them and just a handful of other companies.
