Perspectives

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

AI sales without the hype

Selling AI infrastructure in 2026 means cutting through noise. Customers want outcomes, not promises.

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.