Strategy

APRIL 28, 2026

The Three Questions in AI Sales

The new sales motion asks three questions : software budget, labor budget, & what ratio you want in three years.

The Three Questions in AI Sales
APRIL 24, 2026

Competitive Strategy in the Age of AI

Anthropic is executing Google's classic playbook : commoditize the complements to protect the castle. In 2026, that means destroying the revenue potential of SaaS categories to ensure the only line item is inference.

Competitive Strategy in the Age of AI
MARCH 26, 2026

A New Axis of Competition

Intercom & Chroma shipped custom AI models today. Would you choose one software over another because it has a proprietary model with better performance?

A New Axis of Competition
FEBRUARY 9, 2026

Can You Fly That Thing?

AI skills are programs written in English that give agents capabilities instantly. Like Trinity downloading a pilot program, skills encode institutional knowledge in executable form.

Can You Fly That Thing?
JANUARY 27, 2026

Is Your Margin My Opportunity in Software?

Bezos's maxim applies in software, just not on price. Data from 69 public companies shows 76% gross margins but near-zero net income. Competition happens in S&M & R&D, not pricing.

Is Your Margin My Opportunity in Software?
JANUARY 14, 2026

Dead Companies Walking

Scott Fearon shorted 200+ companies from Silicon Valley. His six failure modes, from learning only from the recent past to falling victim to mania, are amplified by the AI shift.

Dead Companies Walking
JANUARY 10, 2026

Open APIs Are Over

Salesforce, Datadog & Epic are locking down APIs. AI accelerates development, enabling incumbents to compete with partners. Platform businesses minted billions, but that ground is shifting. Here's the offensive response.

Open APIs Are Over
JANUARY 9, 2026

Trajectory

The competitive edge has shifted from adopting software to mastering how it's used. Trajectory data, the path users take through tools, is becoming the new moat for AI products.

Trajectory