Sharper thinking on the two sides of AI.
Field notes on converting AI capability into commercial proof, and on adopting AI with discipline instead of noise.
The technology lands, the room nods, and then nothing moves. Deals stall not because the solution is weak, but because the commercial case is vague. Here's how to build the value narrative and ROI logic that makes buyers act.
For Adopters How to prioritise GenAI use casesA value-versus-difficulty framework for deciding what to pursue, defer and avoid.
Both sides The link between data readiness and AI valueWhy governance and data quality decide whether AI value is real or theoretical.
For Adopters Why many AI pilots fail to scaleThe gap between a promising pilot and an operating capability, and how to close it.
For Sellers Building ROI narratives for AI buyersHow to turn capability into payback logic an executive can defend internally.
For Adopters Why AI adoption should start with problem definitionProblem-first beats technology-first, every time the business case matters.
For Sellers The role of presales intelligence in AI salesWhy the intelligence layer behind the deal is the real differentiator.
More articles are publishing through 2026. Want them in your inbox? Get in touch