Four patterns the writing is built from.
Four patterns drawn from work across Microsoft, Salesforce/Tableau, and UiPath. Each has an essay, a practical artifact, or both.
These frameworks are part of Enterprise AI Decision Architecture, the category they implement and define.
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The five-stage Pilot Trap model
Observational across multiple deploymentsA five-stage model for why most enterprise AI dies in proof-of-concept. Excitement. Scoping. Sandboxing. Stall. Abandonment. The trap springs at Sandboxing, because IT security, procurement, and legal were not in the room when the pilot was scoped. →
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The Three-Layer Trust Architecture
Microsoft → Salesforce → UiPathA three-layer model for building enterprise buyer trust when the product does something buyers have never bought before. Technical Trust: it works. Operational Trust: my team can run it. Strategic Trust: my career survives it. Most vendors pitch the first layer and lose on the third. →
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The Belief Bridge
Tableau → SalesforceA four-plank model for closing the GTM gap between what a product does and what a buyer believes it will do for them specifically. The planks are: Evidence, Analogy, Proof Point, Transfer. Skip the Transfer plank and you lose the deal in the buyer's quiet moment between two meetings. →