TECH SALES
BY THE DEAL DIRECTOR
I write for top performers interested in the development and selling of technology.
That means members of the Go-To-Market teams (tech sales), investors and founders.
My strong conviction bet is that computing power is the most important resource, alongside oil. Everything that we build in the worlds of atoms and bits depends on it. What are the most important attributes of computing power?
Obtaining it (The art of designing and printing silicon)
Utilising it (Building applications powered by AI)
Keeping it running (Orchestrating and observing resilient systems)
Protecting it (Securing computing power through software, people, and processes)
When I refer to AI, I focus on both cutting-edge LLMs, as well as ML at enterprise scale.
I believe that the highest value will accrue at the bottom of the stack, which means the chip makers, the cloud hyperscalers and their marketplaces, AI model makers, and select ISVs across data platforms, observability, and cybersecurity.
This is my love letter to the industry.
Every Sunday I write a new email.
One week it’s about the most interesting SaaS companies to work for and invest in.
Another week I take a big-picture view of cybersecurity or cloud computing.
Sometimes I do a deep dive into the art of tech sales.
I’ve covered in significant detail from a tech sales perspective companies such as Palo Alto Networks, Crowdstrike, Datadog, Samsara, Salesforce, HubSpot and many others.
Selling Enterprise AI
The biggest story of the last 2 years in tech sales is the emerging of GenAI as part of the technology stack.
From my perspective, every application will end up either integrating or interacting with AI long term.
The future of tech sales is the future of scaling AI applications. This is the most actionable insights I can bring you along the way.