Vendor Selection Guidance
Not a market map. Not a ranked list. The why behind a buy a team will otherwise call stupid.
Build, Buy, or Borrow
The call before the catalog. Own it, buy it, or sit with your people and leave.
Brown Money, Green Money, 20/20
Displacement vs new spend. Twenty percent better and cheaper, or the J-curve is a rounding error.
The J-Curve
Parallel run, productivity hit, cut me a check for the 20%. When the curve ends.
Startup Math
Runway vs your cycle. Concentration. Tuesday support. Two of three POCs get acquired.
CISO Deal Killers
Rip-and-replace, AI vapor, compliance theater, lock-in, skills gap, alert fatigue, trust-me pricing.
CIO Deal Killers
No ROM. Split the cost. FTE shrinkage. Iron budget. The quick-transaction tell.
Tuesday, Not Day 1
Copilot ships. Maintain at business pace and support the users is the job.