Why More Features Make It Harder to Buy
March 30, 2026
Most companies assume that adding more features makes their product more compelling. On paper, that logic holds. More capability should increase value. More value should
Tag: buyer decision
Will AI Shrink Our Teams or Expand Our Ambitions?
March 23, 2026
There’s a common argument floating around about AI agents: Agents will replace workers.Few workers mean fewer seats.Fewer seats breaks per-seat pricing. It sounds logical, and
Buyers Are Rational, It’s the Sellers That Aren’t
March 16, 2026
When companies lose a deal, the explanation is almost always the same. “We lost on price.” Price becomes the default explanation. It’s convenient. It’s simple.
