Practical signals for procurement change and software GTM execution.
Short field notes on operating models, governed AI workflows, S2C, P2P, supplier risk, positioning, and pipeline discipline.
Find the playbook that matches the pressure.
Filter by practice area, then scan the groups by business problem, not publication date.
Ethics & Compliance: Embed Controls Into Procurement and Third-Party Workflows
A CECO-focused playbook to turn E&C from “tick-box” into measurable operating performance across S2C/S2P and third‑party risk.
AI in Procurement: A Practical Playbook for Value and Governance
A thought-leader guide to move beyond pilots: design boundaries, pick workflows that convert, and scale with human oversight.
Procure-to-Pay (P2P): Stabilise Controls, Cut Exceptions, Then Automate
A practical stabilisation playbook that treats invoice exceptions as signals and delivers measurable cycle-time and control improvements.
Spend Management: From Visibility to Behaviour Change
A sharp POV on why dashboards don’t change spend and what does: front door design, enforceable policy, and an executive cadence.
Intake-to-Procure: Orchestration That Makes Transformation Stick
A front-door strategy for procurement that reduces handoffs, runs reviews in parallel, and creates a clean evidence trail without slowing the business.
Supplier Relationship Management (SRM): When Volatility Is Normal
A decision-led SRM operating system: segmentation, cadence, action discipline, and embedded risk evidence.
Event-to-Pipeline: A Repeatable System (Not a One-Off Push)
Pre/during/post motions, partner co-marketing, and follow-up discipline that turns event energy into pipeline.
9 minPipeline Discipline: Definitions That Reduce Leakage
If stage definitions are fuzzy, pipeline becomes noise. This is the simplest fix that actually sticks.
10 minAI-Assisted Outreach: Faster, Better, Still Human
Use LLMs to speed up research and personalization, while keeping a human review step to protect quality and brand.
12 minAccount-Based Outreach for IP Software Vendors (A Humane System)
A repeatable ABM-style motion for niche software vendors: fewer targets, better relevance, and tighter follow-up.
18 minIP & Royalties Software: The Real Switching Triggers (Across Verticals)
A sharp POV on what actually makes buyers move, and how to shape messaging and proof across brand licensing, merchandise, music, and media.
Brand Licensing & Merchandise: Make Deal Terms Deployable (Not Just Signed)
A POV for IP licensing and royalties software providers: buyers want fewer disputes, faster close, and contracts that actually run in production.