Writing · Nº 041065 essays
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Ideas from inside the work. Explore technology, entrepreneurship, and the practice of building things that last.
27 essays found · Page 1 of 3
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.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.StrategyBuild a Governance Evidence Pack for ProcurementEnterprise procurement asks the same governance questions every time. Build an evidence pack once and answer them in a day instead of a stalled quarter.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.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.StrategyBuild 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.StrategyFor Professional Services, the Discovery Call Is the FunnelFor professional services firms, the marketing funnel does not end at the form. The discovery call is where deals are won or lost. Here is how to build for it.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.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.ThesisThe AI-Native CRM Updates Itself, the Bolted-On One Asks You ToAn AI-native CRM updates the record from the conversation. A bolted-on CRM still makes reps log everything by hand. Here is why that gap decides adoption.StrategyForecast Sales With a Prediction Market, Not the PipelineA prediction market forecasts sales better than the pipeline number because it prices in doubt. Reps commit to quotas. A market bets on the truth.