Offline edition

Structure Is the Only Moat

Twenty-Five Years in CPQ, and What Comes Next

Chapters

  1. 00Introduction: A Confession From 100 Projects11p
  2. 01Chapter 1: The Machine That Couldn't Be Built29p
  3. 02Chapter 2: Fluent, Wrong, Expensive20p
  4. 03Chapter 3: The 25-Year-Old AI Nobody Brags About17p
  5. 04Chapter 4: The Museum of Variants15p
  6. 05Chapter 5: Modules Are a Commercial Strategy17p
  7. 06Chapter 6: List Price Is Theatre16p
  8. 07Chapter 7: Bottle the Expert15p
  9. 08Chapter 8: Anyone Can Sell a Crane16p
  10. 09Chapter 9: Let the LLM Talk. Never Let It Decide.16p
  11. 10Chapter 10: Your Quote Log Knows More Than Your Market Research12p
  12. 11Chapter 11: Projects Die on Org Charts16p
  13. 12Chapter 12: Sell a Week, Not a Project15p
  14. 13Chapter 13: Structure Is the Only Moat9p
  15. 14The First Monday8p