How confident are you on delivering what you are going to sell?

I worked for a global healthcare IT company that was notoriously bad at selling "futures" - modules, functionality and even applications that didn't exist. It came back to bite them on the ass massively - even with a strong and large engineering/test/release team.

Can you phase the product and structure the deal based on that? For example:

1. Sign contract or MoU with enterprise including timelines. 2. Deliver core functionality and realise first revenue. etc.