Framework
The Last Two Yards
Vibe-coding 80% of a product in twenty minutes is the easy, sexy part. The last two yards are where most AI dies.
How it works
- 1Deployment, change management, and getting every end user bought in is where it actually breaks.
- 2Classic 80/20: the final 20% is 80% of the work, and it is exactly what the big labs are now staffing with armies of forward-deployed people.
Hear it on the podcast
He Analyzed Millions of Calls. The Move That Closed Deals Was a LaughListen to the episodeMore from this episode
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.Configuration to Customization FlipIn 2016 the engineering gospel was 'configure, never customize.' That has flipped.Voice of the Customer Go-To-MarketCold outbound dies in tight verticals.
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