Essays on enterprise AI, product marketing, and a few other things.
Some of these started as memos no one asked for. The rest started as arguments I lost in meetings. Either way, here they are. Newest first.
- Apr 20267 min →
Open Standards and the Agentic Enterprise: what MCP means for how AI actually ships
Model Context Protocol is the most consequential open standard in enterprise AI since OAuth. Most enterprise buyers do not yet know its name. Here is why the choice of standard matters more than the choice of model.
Agentic AI · Enterprise GTM - Feb 20268 min →
AI Agents, explained for the enterprise buyer who has heard it all before
The agent vendor pitch has hardened into a template. The buyers have learned the template. The pitch is no longer landing. A field guide for the second wave of AI agent buying.
Agentic AI
- Dec 20256 min →
The Pilot Trap: why 90% of enterprise AI never leaves the lab
The graveyard is not full of failed pilots. It is full of pilots that worked, then went nowhere. Five stages, one trap, the reason your initiative dies in production.
Agentic AI · Most read - Oct 20256 min →
The agentic shift is a trust problem, not a technology problem
Every enterprise AI pitch leads with capability. The buyers were not asking about capability. They were asking whether they could trust an agent with a business process, and whose career is on the line when it gets one wrong.
Agentic AI · Enterprise GTM - Jul 20258 min →
Three AI Launches, three different eras: what changed and what didn't
2016 Azure ML. 2023 Tableau GPT. 2025 UiPath Maestro. Three launches, three eras of enterprise AI, three radically different rooms. The pattern underneath them is the same.
Enterprise GTM - Mar 202510 min →
A positioning framework for enterprise B2B: when your buyers can't imagine the outcome
Most positioning advice assumes your buyer can picture what your product does. In enterprise AI, they cannot. Here is the framework I use when the product is faster than the language for it.
Enterprise GTM
- Nov 20249 min →
How we created a category nobody asked for (and got Gartner to name it)
The eighteen-month story of Zero Copy: from a Salesforce internal whiteboard, to a Tableau Conference keynote, to a recognized Gartner category. What naming actually involves when the buyers do not yet have the words.
Enterprise GTM - Sep 20248 min →
The Tableau AI relaunch: what a 150% pipeline quarter actually looks like
A six-month relaunch with a real number on the other side. What worked, what didn't, and the moment in week eleven when the analyst calls started coming in.
Enterprise GTM - Jun 20247 min →
$100M in six months: what that number doesn't tell you
The first six months of a campaign hit $100M in influenced pipeline. The number is real. The number is also a story with a beginning, a middle, and three people I never see anymore.
Enterprise GTM - Apr 20246 min →
RPA is what AI forgot it already solved
Most of what the agentic AI vendors are now selling, the RPA vendors quietly solved a decade ago. The lesson the new wave keeps refusing to learn. (Written before I joined UiPath. Still stands.)
Enterprise GTM
- Aug 20249 min →
Seven Years at Microsoft: what I learned launching twelve products nobody had heard of
The Azure services that did not become famous, the ones that did, the people who explained how Redmond works to me, and the day I decided to leave.
Career - May 20247 min →
Delhi to Seattle: what moving continents taught me about positioning
When you move from one country to another at 31, you have to relearn how to introduce yourself. Twice. In two markets. With two audiences. The repositioning of one person, as told through the repositioning of a career.
Career · Personal - Feb 20248 min →
I Left India at 31. Here is what I got wrong about ambition.
The version of ambition that the Delhi I grew up in trades in is very different from the version Seattle does. Twelve years later, the differences are still interesting.
Personal - Nov 20236 min →
I made a TV show before I made software. The skills are the same.
Five years producing primetime television in Delhi, then twenty years marketing software. The work changed. The first eight seconds did not.
Personal - Jul 20235 min →
What a journalist taught me about writing product copy
A short essay on the lede, the kicker, the verb that earns its place. Everything I know about product copy I learned in a newsroom that did not yet know the internet was about to swallow it.
Career · Personal