Field Notes
From my seat in
San Francisco.
Notes on how big-tech software actually gets bought — pipeline, buying committees, and the quiet mechanics behind the headline numbers. No theater.
- Discovery
- Negotiation
- Forecasting
- Champion-building
- Career
In the works
- Drafting The forecast is a story you tell twice — once to your VP, once to yourself.
- Drafting Champions don’t close deals. They survive the meetings you’re not in.
- Drafting What “procurement will be a formality” actually costs you.
The first essays are close. Want them when they land?