What we do · For AI companies and investors
We bring the enterprise buyer to you.
The same relationships, pointed the other way: what enterprise buyers need, fund and reject, heard directly from them. Built on 25+ years in enterprise infrastructure and a network of the operators who run it.
What we do
Market Validation Sprint
Buyer interviews and a clear recommendation on your next GTM or product bet.
Typically 4–6 weeks
Buyer-requirements workshops
Hear what CIOs, CISOs and operators need to see before they sign, in a facilitated session.
Council members opt in
Research briefings and diligence
Independent buyer interviews on a category you are backing or a company you are evaluating.
For investment and corp dev teams
Founders looking for a free Spotlight profile can submit their startup.
Market Validation Sprint
Test the market before scaling the GTM machine.
Technically strong companies can spend millions building sales and marketing around assumptions that haven’t been tested against enterprise buyers. The sprint tests them directly — typically over 4–6 weeks, depending on the net-new relationships and interviews your question needs.
The questions it answers
- Who is the real enterprise buyer?
- How urgent is the problem?
- How are enterprises solving it today?
- What language do buyers use to describe it?
- Where does budget come from?
- What prevents adoption?
- Which use case creates the strongest initial wedge?
- How should the technology be positioned for the enterprise market?
How it runs
- 01
Thesis
What problem does the company believe exists?
- 02
Buyer discovery
Conversations with CIO, CTO, infrastructure and AI leaders — including net-new relationships built for your question.
- 03
Market signal
What's urgent, what's funded, what's merely interesting — and what alternatives buyers use today.
- 04
Positioning
Translate the technology into the enterprise problem and buying language.
- 05
ICP + GTM
Who buys first, why, and what the wedge is.
- 06
Executive readout
A founder, board or investor session: what the market said, and what we recommend you do.
The output isn’t another market report. It’s evidence you can use to make product, positioning and GTM decisions.
Research design
Where we look below the line
Infrastructure
- Compute and accelerators
- Power and data center
- Networking
- Storage
Architecture
- Data architecture
- Cloud and edge
- Workload orchestration
- Interoperability
Risk
- Cybersecurity
- Governance
Economics and people
- Agentic economics
- Culture and adoption
Twelve areas, one question: what breaks next as AI moves from pilot to production?
How an engagement starts
Start with the decision, not the research.
- 1
A 30-minute call
Name the AI decision you need to get right in the next two quarters.
- 2
A one-page scope
Within a week: the question, who we will talk to, what you receive, and the fee.
- 3
One answer
An Assessment or Sprint that ends in a recommendation and a working session with your leaders.
Next step
What sits below your line?
Tell us the AI decision you can’t afford to get wrong. A 30-minute call tells us both whether a Sprint or an Assessment can answer it.