Framework
Configuration to Customization Flip
In 2016 the engineering gospel was 'configure, never customize.' That has flipped.
How it works
- 1As the cost of building collapsed, last-mile custom code became the thing that makes you sticky.
- 2The build-versus-buy debate is shifting toward buy because nobody wants to maintain it forever.
Hear it on the podcast
He Analyzed Millions of Calls. The Move That Closed Deals Was a LaughListen to the episodeMore from this episode
The Last Two YardsVibe-coding 80% of a product in twenty minutes is the easy, sexy part. The last two yards are where most AI dies.Sensor-First Data MoatPut a sensor where one never existed.Laughter Over LogicA bottoms-up analysis of millions of calls found relationship signals beat tactics.Sell Revenue, Not ReductionMost AI pitches sell labor or OpEx reduction, which is bounded.Hire for Rapport, Train the SkillBecause warmth is the differentiator, you can hire anyone who naturally connects.Voice of the Customer Go-To-MarketCold outbound dies in tight verticals.
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