Perspectives

Essays on enterprise sales, platform adoption, and the organisational realities of complex technical environments.

The difference between pipeline and progress

A full pipeline means nothing if none of the deals are moving. Progress is measured by what's closing, not what's being forecasted.

Platform sales require a different motion than point solutions. You're not closing a deal. You're building a relationship that outlasts the contract.

The best positioning isn't creative. It's obvious. When a buyer understands your product in ten seconds, you win.

When a platform sale stalls, the issue is rarely technical. It's that no one inside the customer knows how to get it approved.