A reusable set of tactics for driving usage: champion prep, training, launch comms, metrics, office hours, escalation paths. Updated with each deployment.

Unowned scripts, brittle workflows, manual steps, or unsupported customizations created during a deployment and left for operators to carry. An FDE should pay this down before handoff.

The sequence from first champion to durable production usage. For example: pilots, training, owner handoff, metrics, and expansion.

The simple story that explains what was built, why it matters, who uses it, and what result it produced — for the sponsor, not the engineering team.

An application that understands customer domain objects, their relationships, permissions, lifecycle, and workflow actions — not just raw data.

A repeatable way to get a class of customer use cases into production — architecture, rollout, common blockers, support model — documented after the third similar launch.

The time between starting the engagement and the customer seeing a useful, measurable result. FDEs optimize for this by launching one workflow instead of boiling the ocean.

A required approval step before a workflow can proceed or a system action can be taken.

The first narrow but valuable workflow that creates trust, proves value, and opens the door to broader deployment. Should be painful to the customer, easy to measure, and winnable.

A repeatable cycle: ship, watch real usage, collect feedback, remove friction, expand. Run it weekly until the workflow is boring and reliable.