Writing
Long-form essays and shorter field notes on distribution, commerce architecture, enterprise systems, and AI that actually ships.
2026
Most Companies Don't Have a Technology Problem. They Have an Ownership Problem.
Vendors own your ERP, your commerce platform, your pricing engine. Somewhere along the way, distributors stopped owning the business contracts that tie them together.
The Real Cost of Bad Product Data in Distribution
Most distributors know their product data is a mess. Few understand how much it's actually costing them in search failures, lost orders, and platforms that can never quite work right.
The ERP Is Not the Platform
Your ERP is a system of record, not a system of engagement. Stop trying to make it both.
Why B2B Commerce Isn't B2C With a Login Page
The biggest architectural mistake in B2B digital commerce is treating it like a consumer storefront with authentication bolted on. The domains are fundamentally different.
Search Is the Product
In B2B distribution, search isn't a feature. It's the primary interface between your customer and your catalog.
AI That Survives Contact With Procurement
The gap between AI demos and AI in production is especially wide in B2B. Here's what it takes to build AI features that work when a purchasing manager actually uses them.
The Demo Is Lying to You
Every platform demo uses clean data, simple workflows, and a catalog of 50 products. Your reality has none of those things.