Latest Article
September 1, 2026
AI Usage Is Not AI Value
The next challenge for sales organizations isn’t getting people to use AI. It’s building a repeatable way to turn AI into better decisions.
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All Articles
August 24, 2026
Turning Coalition Selling into Software
A year of feedback, the context gap in enterprise deals, and an invitation to test CAPTAIN, an AI reasoning engine for partner strategy in live enterprise deals.
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August 17, 2026
More Ecosystem Data Is Not the Same as Better Ecosystem Selling
A practical look at why ecosystem data and AI recommendations are only part of the answer, and why sellers still need reasoning, validated evidence, and a repeatable way to turn partner intelligence into action.
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August 12, 2026
Poke, Poke, Poke
Why Good Ideas Need Marketing Too
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August 10, 2026
I Took an AI Class in 1983. It Only Took Me 43 Years to Understand Why It Mattered.
I wanted to share my journey as a undergrad and what I am working on now.
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August 3, 2026
The Future of Alliances: Planning for 2027
AI can identify partners. Growth depends on how quickly sales and alliance teams can bring the right partners into a live deal. Here is how alliance leaders can reduce Coalition Latency and prepare for 2027.
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July 23, 2026
The Mystery of the GSI Client Partner
Why every software seller wants access, and why earning the Client Partner’s attention is more complicated than it looks
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July 20, 2026
Your CRM Shows the Partner Overlaps. Now What?
Partner visibility was an important first step. Sellers still need to understand how the partners fit together, why each should engage and which move is worth their time.
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July 20, 2026
Coalition Selling Is Not Simple Math
How sales teams turn multi-partner complexity into coordinated deal action
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July 15, 2026
Why I Built CAPTAIN
Every competitor is about to have the exact same AI. What happens to your sales methodology when your reps start asking ChatGPT how to run a deal?
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July 13, 2026
Founder Update: AllianceMind Is Becoming a Software Company
Why Coalition Selling led us from advisory services to building enterprise software.
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July 7, 2026
One Year Into AllianceMind
Thoughts from a lifelong learner on enterprise sales, partnerships, AI, and building what's next.
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July 2, 2026
AI Is Moving Fast in Sales. Is Your Sales Methodology Keeping Up?
AI is becoming part of every seller’s workflow. The bigger question for sales leaders is whether there’s a methodology behind it, or just more activity.
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June 29, 2026
Your Deal Risk Is Spread Across Five Different Systems. No One Sees It.
The problem isn’t a lack of data. The problem is that the right voices in the right context rarely come together in time.
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June 14, 2026
You Can Onboard Thousands of Partners. You Still Won’t Have Thousands of Sellers.
Everyone is racing to onboard more partners, especially in the AI era. But adding thousands of partners doesn't automatically create thousands of sellers. The real challenge isn't partner recruitment, it's enabling account teams to execute in a multi-partner selling environment. Enterprise buying has changed. Sales execution hasn't. It's time to focus on how sellers build and lead winning coalitions around the customer.
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June 13, 2026
Everybody Agrees Ecosystems Matter. The Real Question Is What You Do Monday Morning.
Enterprise buying has changed. Prospects no longer buy from a single vendor—they buy from a coalition of cloud providers, implementation partners, consultants, specialists, and internal stakeholders. The ecosystem debate is over. The real question is what the salesperson actually does on Monday morning. This article explores why partner infrastructure and relationship data are necessary but not sufficient, and argues that the next competitive advantage will come from a repeatable execution methodology that helps sales teams orchestrate complex buying coalitions around customer outcomes.
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June 12, 2026
AI Doesn’t Need More Data. It Needs a Sales Strategy.
Every enterprise software company is investing in AI. CRMs are getting smarter. Partner platforms are becoming more automated. Dashboards are generating more insights than ever before.
So why do complex enterprise deals still stall?
Perhaps the problem isn't a lack of data. Perhaps it's the lack of a reasoning framework that turns information into strategy.
In this edition of Coalition Selling Field Notes, I explore why the next competitive advantage won't come from collecting more data, it will come from knowing what to do with it.
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June 1, 2026
The Missing Persona in Enterprise Software
Sales doesn't own them. Marketing doesn't own them. Alliances doesn't own them. Yet they influence the decisions everyone cares about.
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May 27, 2026
This Didn’t Start as a Methodology
Enterprise buying changed. Most sales motions didn’t.
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May 21, 2026
The Ecosystem Stack Is Missing Its Execution Layer
Modern ecosystem infrastructure exists, but operational execution inside the field remains immature.
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