Analysis, frameworks, and case studies on demand forecasting, commercial assumptions, business cases, and investment decisions.
Insights
The Distance Between Interest and Revenue
Customer interest can justify further investment, but it is not the same as forecastable revenue. This article examines how weak demand assumptions, overlooked delivery costs, and urgency-driven decisions can distort capital allocation and undermine team credibility.
From AI Pilot to Scaled Investment
A successful AI pilot can demonstrate technical feasibility, but scaling requires a broader investment case. This article examines the additional commercial, operational, and financial evidence needed before an organization commits materially more capital.