differentiation

• October 27, 2026

  Best Practice, CIO, CTO, Executive Team, Go-To-Market, Marketing Leaders

  Vendors Sell the Parts. Buyers Are Left to Assemble the Value.

  Vendors that lead with products and features leave buyers to assemble the value. The customers whose outcomes need the most assembly walk away first.

• October 21, 2026

  AI and Intelligent Systems, Counterpoint, Executive Team, Transformation Leaders

  AI is not draining creativity from your people. It is draining variety from your organization.

  Generative AI makes each person’s work better and the organization’s work more alike. The loss sits in the configuration, and only that can fix it.

• October 20, 2026

  Marketing Leaders, Point of View, Go-To-Market

  Analysts Multiply a Vendor’s Story. Most Vendors Bring Them In Too Late.

  Where analysts sway buying, one analyst’s view of a vendor reaches many buyers. That is why analysts belong at the start of GTM.

• October 20, 2026

  Executive Team, Marketing Leaders, Go-To-Market, Counterpoint

  Going Vertical Is the Right Call. Three Fallacies Cut It Off From the Buyer’s Problem.

  Going vertical delivers value when it ties the buyer’s immediate challenge to the outcome the solution must deliver. Three common beliefs break that tie.

• August 28, 2024

  AI and Intelligent Systems, CIO, CTO, Deep Dive, Executive Team, Scenarios and Foresight, Start here: CTO, Start here: Executive Team, Telecom and Hi-tech

  Four Futures for Telecom: Where Generative AI and Quantum Communication Could Create Differentiation

  Generative AI and quantum communication are often discussed as separate waves. For telecom operators, the strategic question is how they combine, and which combination becomes a source of…