Writing · Nº 041065 essays
The writing
Ideas from inside the work. Explore technology, entrepreneurship, and the practice of building things that last.
45 essays found · Page 2 of 4
Clear filtersStrategyBuild a Trust Center Before Enterprise Buyers AskA trust center answers enterprise security questions before buyers ask them. Here is what to put in a trust center for an AI product and why it shortens every deal.StrategyHow a Small Vendor Survives Enterprise ProcurementEnterprise procurement portals and vendor onboarding can bury a small AI vendor. Here is how to survive procurement without letting it stall a closed deal for months.OperatingHow to Prove AI Reliability to Enterprise BuyersWhat enterprise buyers need to sign: evidence the system will not lie and will not do damage, packaged as evals, audit logs, and claims you can defend.StrategyThe Liability Cap Fight in Every AI Vendor ContractThe liability cap is the most negotiated term in an AI vendor contract. Here is how to cap liability at fees, carve out the right exceptions, and not give the deal away.StrategyHow to Set Pilot Success Criteria Enterprise Buyers TrustA pilot without written success criteria never converts. Here is how to set pilot success criteria enterprise AI buyers trust, so the pilot ends in a decision, not drift.StrategySSO Is Table Stakes for Enterprise, Not an UpsellCharging extra for SSO signals you do not understand enterprise buyers. Here is why single sign-on is table stakes for enterprise AI deals, not a premium add-on.StrategyWhat an AI Product SLA Should Actually PromiseAn uptime SLA does not cover the risk an enterprise buyer actually fears. Here is what an AI product SLA should promise: behavior bounds, not just availability.StrategyMSA vs Order Form: What Enterprise Legal Really NegotiatesAn MSA and an order form do different jobs in an enterprise deal. Knowing what legal negotiates in each is how you close faster and expand without redlines.StrategyHow to Meet Data Residency Requirements as an AI VendorEnterprise and regulated buyers demand data residency: their data stays in a region. Here is what data residency means for AI vendors and how to actually deliver it.StrategyHow to Handle the Hallucination Objection in Enterprise SalesWhat if it hallucinates is the objection that kills enterprise AI deals. Here is how to handle the hallucination objection: do not deny it, bound it, and prove the bound.OperatingHow to Scope an Enterprise POC So It Actually EndsAn enterprise POC needs an end date and exit criteria or it runs forever. Here is how to scope a proof of concept that closes into a deal instead of drifting.StrategyWhy Enterprise Buyers Ask AI Vendors for Cyber InsuranceEnterprise buyers ask AI vendors to carry cyber insurance before they sign. Here is what the requirement means, how much coverage they expect, and how to handle it.