Operator notes, with numbers.
What I have learned building and scaling enterprise software, written for founders, CEOs, and boards who want the version with the data in it.
Contrarian POV · 5 min read
Every AI video tool is racing to build better visuals. Wrong problem.
The AI video market is competing on pixels. Enterprise buyers are not. What 50,000+ personalized videos taught us about where the value actually is.
Proof point · 4 min read
1.2% to 4.8%. Same content. Same audience. One change.
A Fortune 100 program quadrupled conversion without changing the offer, the list, or the message. What changed was the format.
Buyer lesson · 5 min read
The fastest way to lose an enterprise deal has nothing to do with your product.
Across a venture portfolio and 20 years of selling into large companies, the deals that die rarely die on features. They die on five questions nobody asked.
EdTech, learning, and AI · 6 min read
I have spent 20 years in EdTech. AI is the first thing that changes the economics.
From K-12 procurement to AI learning platforms to enterprise L&D, the constraint was always the same: humans to make the content. That constraint just moved.
Elsewhere
Published off-site
Game-Changing Innovation: Co-Ideate. Code. Demo. (with Carlos Pignataro)
Cisco Blog / 2021
The Highs and Lows of Entrepreneurship (with Aaron O'Hearn; archived)
Young Money / March 2007
Let's talk.
Founders, CEOs, and boards: I respond to every message.