by ShaneM | Mar 3, 2026 | Uncategorized
You’ve navigated governance. You’ve won over Risk, Technology, and Compliance. Business stakeholders are enthusiastic. The POC exceeded expectations. Then procurement gets involved. Suddenly, the pricing your champion agreed to is “out of...
by ShaneM | Feb 18, 2026 | Uncategorized
The proof of concept went perfectly. Your technology performed as promised. Business stakeholders were impressed. Pilot users gave glowing feedback. Everyone agreed the POC was a success. Six months later, you’re still waiting for the production contract. The...
by ShaneM | Feb 18, 2026 | Uncategorized
The deal was progressing beautifully. Your business champion was excited, the demos impressed stakeholders, and procurement conversations had started. Then Risk Management asked to meet. Two weeks later, the momentum is gone. Your champion is apologetic but vague....
by ShaneM | Feb 17, 2026 | Uncategorized
You’ve found the perfect champion. They’re senior, they’re enthusiastic about your solution, and they have budget authority. The demo went brilliantly. They promised to “get this done quickly.” Three months later, you’re in your...
by admin | Jan 16, 2026 | Uncategorized
Your product is stronger than the incumbent’s. Your demo impressed the business stakeholders. The champion loves what you’ve built. Yet somehow, six months later, you’re still stuck in “evaluation phase” with no clear path to contract....
by admin | Jan 15, 2026 | Uncategorized
As a technical founder, you’ve probably faced this dilemma: you’re ready to enter a new market or segment, and the obvious move seems to be hiring a senior sales executive. Before you post that job description, consider an alternative approach that’s...
