RGM
Read on LinkedIn (opens in a new tab)Too many RGM insights stop at the dashboard.
What happened in the store should shape the next RGM decision.
Writing
Notes from building AI for CPG commercial teams: what worked, what broke, and what I'd do differently.
RGM
Read on LinkedIn (opens in a new tab)A lot of good RGM work still ends with a dashboard.
Four connections that let every commercial role act on RGM insights without becoming an RGM analyst.
AI strategy
Read on LinkedIn (opens in a new tab)The most popular AI use cases in CPG may be the lowest-returning ones.
Judge pilots on decisions changed, not hours saved.
AI autonomy
Read on LinkedIn (opens in a new tab)CPG isn't behind in AI adoption. It's slower to trust it.
Autonomy should match the cost of an error, the reversibility of the decision, and the blast radius when it fails.
FieldIQ
Read on LinkedIn (opens in a new tab)Everyone talks about closing the sale. Almost nobody talks about closing the loop.
The loss was always going to happen. Whether anyone gets smarter from it is a design choice.
Sales execution
Read on LinkedIn (opens in a new tab)The rep becomes a calculator with a car.
Why FieldIQ's Draft Order Agent gives selling time back, and the controls I built before trusting it.
Evals
Read on LinkedIn (opens in a new tab)I ran 19 tests. The one that failed was my fault.
I thought I was testing the AI. I was testing my own thinking, and my thinking had the bug.
FieldIQ
Read on LinkedIn (opens in a new tab)In those 30 seconds, what actually changes the conversation?
The harder, better product decision is deciding what they never need to see.
Career
Read on LinkedIn (opens in a new tab)What did we never build, and why?
I didn't miss building software. I missed solving problems nobody owned.
Product
Read on LinkedIn (opens in a new tab)Three products, one lesson.
AI keeps solving the information problem. It keeps moving the bottleneck to the behavior problem.
B2B loyalty
Read on LinkedIn (opens in a new tab)Most B2B loyalty programs fail because they copy B2C.
B2B loyalty should be designed to influence commercial decisions.
B2B commerce
Read on LinkedIn (opens in a new tab)When the order places itself, what earns a human's attention?
Lessons from the distributors who never logged in.