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.StrategyDo You Need a Penetration Test to Sell to Enterprise?A penetration test report is often a faster, cheaper enterprise credential than SOC 2. Here is when you need a pentest to sell and what buyers actually want from it.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.StrategyGovernance Is the Moat Nobody Wants to BuildClaims discipline, consent records, audit trails, and human checkpoints are unglamorous. That is exactly why they make a durable competitive moat.StrategyModel Risk Management: Selling AI to Banks Under SR 11-7Banks govern AI as model risk under SR 11-7. If you sell to them, your governance must survive validation. Here is what model risk management demands of vendors.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.StrategyWhat HIPAA Buyers Need From an AI Vendor's GovernanceSelling AI into healthcare means clearing a governance bar most vendors miss. Here is what HIPAA-covered buyers actually require before they let your model near PHI.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.