Insights
Thoughts on building startup scale and resilience.
On the merits of holding on to indignation
Learning a nuanced approach to leadership motivation from a basketball superstar.
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Hard Truths about Soft(ware) Partnerships
Most ISV partnerships die quietly. A candid look at why software alliances underperform — and what actually makes them compound.
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AI is changing how startups build a Business Development function—part 2
The second half: hiring profiles, workflows, and the human judgement that AI still can't replace in early-stage BD.
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AI is changing how startups build a Business Development function—part 1
How AI is reshaping what a modern BD function looks like — and where founders should start when standing one up.
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Channel? I Do Not Think That Word Means What You Think It Means
Founders and CROs mean very different things by 'channel'. A short taxonomy to help you avoid expensive misalignment.
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Cloud Co-Sell: If You Build It, They May Come
How to close the gap between the concept of a partnership and actual compounding revenue.
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3 Questions About Your Open Source Strategy, or: what I learned at Ubuntu (Canonical), Snyk, HP, and Cloud 66
Going open source for the wrong reasons is rarely a good move.
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4 Ways To Know If They're Into You(r data)
So you think your data is valuable as a product? Here's my simple framework to go from concept to commercialisation.
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