The Build-or-Buy AI Debate Is a Distraction. What Should We Be Asking Instead?

Everyone is debating whether to build AI or buy it. I think that's the wrong question. The one that matters is whether you can afford to wait — and whether your customer experiences you as one team or four. Also published in BoardBrief by Alpha Governance Group.

PODCAST: A company in diligence looked healthy — revenue growing, logos landing — but NRR was 101%, adoption had flatlined, and only 20–30% of customers were genuinely expanding. On Critical Moments, I talked through why the biggest growth unlock is usually the base you already own, not the top of the funnel.

The GRR Time Bomb: Why the Silent Killer of Enterprise Value Is Hiding in Plain Sight

In February 2026, roughly $285 billion in SaaS market capitalization evaporated in 48 hours. AI didn't create that problem — it exposed one that had been ticking since the day the deal closed. NRR gets the spotlight. GRR holds the answer.

Read on LinkedIn →

FDE vs. CSMs: Why the Hottest Debate in Software Is Asking the Wrong Question
LinkedIn · January 2026

Every innovation wave brings its binaries — hunters vs. farmers, CSM vs. TAM, and now FDE vs. CSM. The companies winning aren't picking a side. They're diagnosing where customers actually get stuck, then building the engagement model that fixes it. Five questions every CCO should answer before reorganizing anything.