Ultimately, the measure of success for this Enterprise Tools team is to develop at least six reference customers for the initial enterprise product offering. However, the leaders and the team expected that it would likely take more than a single quarter (but hopefully less than two quarters), so then the question was what would be a good proxy KPI for real progress towards this business result. The decision was made to use active participation in this customer development program, with the belief that if at least eight customers sign the (non‐binding) letter of intent to buy, then it's
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