Institutional notes on enterprise commercial asymmetry.
Sparse, source-level observations on renewal leverage, pricing opacity, vendor concentration, and the mechanics of enterprise negotiation. Drawn from mandate work and the published research of Gartner, McKinsey & Company, BCG, and the Harvard Business Review. Published infrequently. Circulated narrowly.
The institutional posture required for AI vendor governance.
Boards are converging on a governance model that treats AI platforms as a distinct asset class with its own commercial controls.
- Enterprise Negotiations2025 · Q412 min read
Renewal asymmetry: why most enterprises arrive under-prepared.
Vendor renewal motions are now data-led, multi-quarter exercises.
DA-Note 040 - Transformation Economics2025 · Q313 min read
Programme governance is the missing commercial discipline.
Large transformation programmes consistently lack the institutional commercial oversight applied to capital allocation.
DA-Note 039 - Vendor Governance2025 · Q311 min read
From estate to portfolio: the case for vendor consolidation.
A structured framing for moving from reactive vendor management to portfolio-level commercial leverage.
DA-Note 038 - Commercial Strategy2025 · Q212 min read
GTM effectiveness inside regulated enterprise environments.
Where commercial growth strategy collides with governance — and what disciplined operators do differently.
DA-Note 037 - Enterprise Operating Effectiveness2025 · Q213 min read
The operating model implications of embedded AI.
Embedded AI is quietly redrawing the operating model.
DA-Note 036