Let's say the goal is to get six referenceable customers on the path to product/market fit. That's a very powerful business result, and it's one of our best leading indicators of future sales. The problem is that it may take two or three quarters of time to get the product deployed and in use by the customers and get them to the point where they're referenceable. So how do we know in just the first quarter that we're making meaningful progress? One possibility is that we might have the goal of just getting to two references this quarter. If even that is not achievable, we can find a leading
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