How many arguments should you bring to create a convincing case?
When trying to convince, the number of arguments depends on who you target.
Section
Negotiation-and-Sales
Connections
When the human is the UI
The human is the UI is a useful mental model is this: the vendor’s humans are the user interface.
Borrowed leverage: partners, resellers, and the myth of ‘direct’
When someone says ‘go direct’, I always ask, ‘Direct to what?’
AWS sells to the tribe, not the board
Cloud marketing is, on purpose, deeply technical. It is written for people who like systems, clean abstractions, and the feeling of being competent.
When good top-down structure is on the other side
People say, ‘I’m talking with AWS’. It sounds grown-up. It also hides the only thing that matters: you are talking with a human being who has a job title, a quota, and a …
Culture is the quiet context
In London with four young Italians at an AI event, our talk moved from models to Frantoio, olive presses, harvests and villages. It reminded me that culture guides how we …
Learning in public - it is all about people, humans
Learning in public
Understanding zero sum games and non-zero sum games
Learning in public
Why do we sign contracts without reading them
We agree on T&C without reading them. In other words, we sign contracts we do not read. We do so because it is long and painful to go throught the length of legalese …
How Blackwell of Oxford, a bookshop, got my attention on Amazon
s: [] Blackwell Ltd of Oxford, a bookseller, got my attention even when buying on amazon. Being noticed on Amazon.com is so rare that it deserves a post. Often, I buy …