Management

I’ve structured several performance-based maintenance contracts in my work with industrial clients, and one thing became crystal clear: when you marry IoT predictive insights with a well-designed contract, you can cut downtime dramatically—often by 50% or more. In this article I’ll walk you through a practical, step-by-step approach to designing these contracts, from defining KPIs and data ownership to pricing models, risk sharing and...

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I remember the first time I tried to get a CFO to fund an AI pilot: I was excited about the model, the potential efficiency gains, and the sleek demo. Two meetings in, I realized enthusiasm alone wasn’t going to cut it. The real gatekeepers—CFO and procurement—needed a different language: one rooted in rigorous ROI, procurement-friendly contracts, measurable KPIs, and defensible risk mitigation. Over time I developed a repeatable approach...

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When I first tried to get a SaaS pilot approved at a large enterprise, I learned quickly that the battle isn’t fought on product features or glossy demos — it’s won by translating value into procurement’s language: risk, compliance, total cost of ownership, and measurable return on investment. Over time I’ve refined a practical, reusable approach that I now use whenever I want procurement to greenlight a pilot. Below I share a...

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Negotiating service-level agreements (SLAs) with enterprise clients is one of those high-stakes conversations that can determine whether a customer stays for years or churns within months. Over time, I’ve learned that the best SLAs are not legalistic traps or one-sided guarantees — they are living commitments that align expectations, reduce friction, and create a framework for continuous improvement. Below I share practical approaches I use...

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I started experimenting with OpenAI tools inside my teams because I kept hearing the same refrain: “AI can transform sales and product work, but how do we actually do it without blowing up current operations?” After several pilots—some messy, some surprisingly smooth—I’ve settled on a practical approach that balances rapid learning with operational stability. Below I share the playbook I now use to pilot OpenAI tools across sales and...

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When I talk to growth leaders and sales managers, one question comes up more than any other: which KPIs actually predict pipeline health? Too often teams focus on vanity metrics—website visits, meetings booked, glossy dashboards—that feel good but don’t move the needle on closed revenue. Over the years I’ve learned that a handful of well-chosen indicators, monitored and acted upon, can compress a sales cycle dramatically. In some cases...

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When I first started helping companies build B2B partnerships aimed at enterprise pilots, I quickly realized that speed isn’t accidental — it’s engineered. Getting an enterprise pilot approved in 90 days requires not just a good product but a repeatable playbook that removes uncertainty for the customer and provides clear lines of accountability internally. Over time I distilled a framework that combines dealcraft, stakeholder psychology,...

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As someone who has deeply engaged with the dynamics of B2B businesses, I’ve witnessed firsthand how the transition to remote work has reshaped organizational culture. While going remote offers flexibility, cost-saving opportunities, and access to a diverse talent pool, the challenge is clear: How do we build a company culture that thrives entirely in this virtual setting? Especially in the B2B world, where relationships, collaboration, and...

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Gamification has taken the world by storm. While most of us associate it with consumer apps, video games, or even online learning platforms like Duolingo, its hidden potential lies in the world of B2B employee training. Often overlooked, gamification doesn’t just make training fun; it transforms how teams learn, engage, and retain knowledge. Today, I want to share the untold benefits of gamification in B2B employee training—benefits that...

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