The Microsoft Platform Slide 2.0
I’ve made some changes to the slides I posted a few months back. In this new version I wanted to elevate Employee Experience (EX) and Customer Experience (CX) to the same plane. By coincidence this is also reflective of the new Microsoft Business unit: AI Business Solutions that encompasses Modern Work, Dynamics 365 and Power…
Read MoreFoundation principles Vs The pace of change
I’m fascinated by contradictions, contrasts and how whilst we live in a world of increasing change, there remains some fundamental principles that are as true today as they have every been. It is these foundational principles that I believe make organisations stand out and why some companies prosper and some do not. To understand change…
Read MoreAgents, AI and the evolving messaging
One of the areas I am particularly fascinated in right now is how people and organisations are adapting the way they think and talk about AI and the “Agentic World”. It is a fast moving space (although some of original tech has been around a long time) with recent innovations and vastly improving cost models…
Read MoreDeal Planning & Qualification
To build on my previous article about Business Value, it is crucial to have a clear, consistent, and agreed-upon financial basis for technology projects to ensure positive customer outcomes. Here are some further tips and practical steps on how to achieve this. I cover all this in detail in my Sales Training Sessions “Delivering customer…
Read MoreGenerative AI for UI
A few weeks ago I wrote about 𝗔𝗴𝗲𝗻𝘁𝘀 𝗮𝗻𝗱 𝘁𝗵𝗲 𝗳𝘂𝘁𝘂𝗿𝗲 𝗼𝗳 𝗔𝗽𝗽𝘀: On April 4th 2025 Microsoft Research shared an update to our WHAM model (you can read more about that here: ) and if you want to actually play the Generative AI game you can do so here. In my article I wrote…
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Complexity from simplicity
I like stories, I like listening to people tell stories and if you know me well then you know this is also how I like to communicate ideas. One of my most popular stories was the story of the pencil, I first told it about 10 years ago. I was inspired by something I…
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Back to the future (of SaaS)
A colleague and I recently collaborated on ideas for a customer meeting we had coming up. Special thanks to Steve Everett for the initial idea and the subsequent narrative we developed. We aimed to address why, despite many technological advancements, we find ourselves still trying to solve the fundamental challenges decades later. Many of you…
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Partner Success: What do customers look for?
One of my favourite roles at Microsoft was the UK Technical Director for Global Partner Solutions. I describe this role on my LinkedIn profile as “Delivering Customer success through our Partners by focusing on business outcomes, innovation and sustainable business models.”. I held this position for five years, during which I dedicated my efforts to…
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Technology ROI profiles
Last week I shared perspectives on how building a Business Value Framework can provide a clear, consistent and agreed upon financial basis to accelerate investments for your solution. Today I thought I’d share a bit more about the typical return on investment (ROI) profiles that we see in the industry. Many years ago I attended…
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A Simple Value Framework
In my experience, one of the barriers to successful technology projects is the lack of a clear, consistent and agreed upon financial basis on which the project is undertaken and then measured. Although there have been many improvements in investment planning, more attention is often given to evaluating the technology itself rather than critically assessing…
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Mark Margolis 
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