Essays on how software companies are built.
Long-form essays on category strategy, operating models, partner ecosystems, and how AI is being absorbed inside enterprise software companies. Each piece is written for a specific reader and published once the argument is tight enough to defend in the room it was written for.
- 01In draft·Forthcoming
The operating model is the strategy.
Strategy documents describe what a company intends to do. The operating model describes what it is capable of doing. The gap between them is where most enterprise software companies lose the decade.
- 02In draft·Forthcoming
Partner ecosystems compound. They are almost never built.
The companies with durable ecosystems did not run a program. They made a small set of decisions about which partners mattered, then repeated those decisions for years. A note on what those decisions look like up close.
- 03In draft·Forthcoming
AI inside enterprise software is a governance problem.
Model capability is not the constraint. Data rights, customer trust, and internal accountability are. Companies that settle those questions early end up with a different product, and a different sales conversation.
- 04In draft·Forthcoming
Category strategy is the conversation no one wants to reopen.
Resetting the category resets every function downstream of it. That is why it gets deferred, and why the companies willing to do it open a gap that is difficult to close.
A note when something is published.
No newsletter. No cadence. No summaries of other people's thinking. One email when a new piece goes up, a few times a year.