Reference
Readiness Milestones
An observable point in a customer's progress after which something they could not use before becomes useful. Readiness is a property of the customer, not of your quarter.
What it is not
Not a stage in your pipeline, or a date on your calendar.
Where it was staked
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Milestones make readiness observable, and visible readiness kills the batch blast forever. Progress, events, triggers, calendar moments: attach each held-back offering to the milestone that earns it. Random timing produces random revenue.