Tag: pre-sales
All the articles with the tag "pre-sales".
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What a good proof-of-concept actually proves
Most POCs prove the wrong thing beautifully. A good one de-risks the single assumption the whole deal rests on.
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Modernize or start fresh? The questions I ask before any cloud project
Every cloud conversation eventually hits the same fork: fix what's there, or build new. The answer almost never starts with technology.
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Using AI to run a better discovery call
AI didn't make me a better listener. It gave me the room to be one.
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What a prototype is really for
The point of a prototype isn't to impress anyone. It's to make an abstract argument concrete enough to disagree with.