Writing · Nº 041065 essays
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Ideas from inside the work. Explore technology, entrepreneurship, and the practice of building things that last.
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Clear filtersOperatingWhy Enterprise AI Deals Stall in Security and Legal ReviewEnterprise AI deals stall in security and legal review because vendors show up unprepared. Here is why the cycle drags and how to compress it with pre-packaged assurance.ThesisWho Is Accountable When Enterprise AI Gets It WrongEnterprise buyers will not deploy AI until they know who is accountable when it gets it wrong. Here is why naming the accountable human is what closes the deal.OperatingThe Enterprise AI Vendor Risk Assessment, From Both SidesA practical enterprise AI vendor risk assessment: the questions buyers use to decide, and the answers vendors should pre-package to clear the review and get to yes.StrategyHandling the 'You're Too Small' Objection in EnterpriseWhen an enterprise buyer says you're too small to be a vendor, they mean continuity risk. Here is how to answer the too-small objection with real assurance.StrategyCommon Mistakes Selling AI to EnterpriseThe mistakes selling AI to enterprise are all capability-first: better demos, bigger claims, more autonomy. Here are the errors that stall deals and what to do instead.StrategySelling AI to Healthcare: The BAA Is the Real GateSelling AI to healthcare hinges on the BAA, not the demo. Here is why the business associate agreement and HIPAA posture decide whether the deal can even start.StrategyHow to Prove an Enterprise AI Product Before You Have ReferencesEnterprise buyers want reference customers you do not have yet. Here is how to prove an enterprise AI product before references: design partners and provable constraints.StrategyEnterprise Assurance for Selling AI to BanksSelling AI to a bank means clearing model risk management and third-party risk review. Here is what enterprise assurance looks like in financial services.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.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.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 Run an Enterprise AI Pilot That ConvertsMost enterprise AI pilots impress everyone and convert no one. Here is how to design a pilot around exit criteria and assurance so it turns into a signed contract.