Lighthouse Customers
Structured early-customer relationships with explicit phases and success criteria — not casual pilots.
A lighthouse customer program formalizes the earliest deployments: defined phases, named success criteria, and a reference-able outcome. It turns “we have some early users” into a repeatable proof engine that later customers can see by.
Why it matters: early customers are your evidence. Structure the relationship deliberately so it produces proof and referenceability, not just usage.