The FTC Wants Disclosure. Sellers Should Want It Too.
August 31, 2026
Buying a Car You pull into the lot. Before you reach the door, someone has looked at what you drove in on and formed an
Category: Blog
Credits Are a Confession
August 24, 2026
Your pricing metric is not just a billing mechanism. It is a statement of belief about where value lives. When you charge per seat, you
Wall Street Is Sending Software Companies a Message About AI Pricing
August 17, 2026
An August 6th Investor’s Business Daily article titled Software Stocks Fall As Datadog, HubSpot Earnings Raise Questions Over AI Pricing reported that Datadog stock fell
Buyer-First: The Antidote to Product Myopia
August 10, 2026
Over the last four weeks I wrote about Product Myopia, the belief that value lives in the product rather than the future it creates. If
How Big an AI Bite Are You Asking Buyers to Take?
August 3, 2026
Pricing AI is hard. Selling AI is hard. Marketing AI is hard. Most companies blame the technology. The real issue is how much change they
Product Myopia: The Antidote
July 27, 2026
This is the fourth and final post in a series on Product Myopia. If you missed the first three, I introduced the disease, showed you
Product Myopia: The Symptoms You’ve Been Misdiagnosing
July 20, 2026
Over the last two weeks I introduced Product Myopia, the belief that value lives in the product rather than the future it creates, and showed
Product Myopia: Where It Hides in Your Company
July 13, 2026
Last week I introduced Product Myopia, the belief that value lives in the product rather than the future it creates. I ended with an assignment:
Product Myopia: The Disease You Don’t Know You Have
July 6, 2026
Your deals are stalling. Your roadmap keeps growing, but your differentiation keeps shrinking. Your marketing reaches the right people but not enough converts to pipeline.
The Value Was Always There
June 29, 2026
Buyers don’t pay for the value you create. They pay for the value they can see. I’m writing a book called Buyer Disconnect, about the
