ORIGINEER / INSIGHTS

Ideas for people
who build.

Occasional notes on technology, operations, capital and building durable companies from British Columbia.

Operating Reality

Growth Can Hide a Broken Operating Model

Revenue can rise while implementation delays, working-capital needs and customer dissatisfaction rise faster.

MORE INSIGHTS

Bespoke work can win early customers. Without clear boundaries, it can also turn a product company into a collection of unfinished projects.

In a complex sale, the user, buyer, security team, procurement group and executive sponsor are solving different problems.

A pilot becomes meaningful when it resolves a commercial uncertainty and establishes what happens next.