Writing for decisions, not algorithms.
Essays about the organizational and architectural questions behind commercial technology. Fact, judgement and hypothesis are kept deliberately distinct.
01Essays05 perspectives
- Perspective / 01CRM adoption is usually an operating-model problemTraining cannot repair incentives, ownership and process design that make the system irrational to use.
- Perspective / 02AI agents cannot fix fragmented commercial dataAgency amplifies the quality—and ambiguity—of the identity and authority model beneath it.
- Perspective / 03The hidden cost of unclear system ownershipThe expensive part of ambiguity appears in exceptions, reconciliations and decisions nobody can safely make.
- Perspective / 04Automation makes a broken sales process worseSpeed is not progress when the workflow accelerates unresolved assumptions and invisible work.
- Perspective / 05An approval step is not a decision modelAdding a step is easy. Defining the decision, its evidence, its owner and what happens after ‘no’ is the actual design work.