29 Dec 2025
Talking about AI with customers (without guessing their questions)
How to sell AI to customers: skip generic demos, ask diagnostic questions, define outcomes, manage risk, and prove value with outcome-linked metrics and pilots.
Blog
Insights
Thoughts, essays, experiments, and playbooks for building better organisations.
Subscribe to my newsletter to see content first:
2 Dec 2025
Talking about AI with boards (without the "left behind" spiral)
How to discuss AI with boards: move from hype to business decisions. Define the bet, ROI timeframe, risks, guardrails and signals that prove value.
30 Aug 2025
The Simple Company Operating System Most Founders Need (Before Scale Makes the Decision for You)
Design a simple operating system for your 10-100 person company. Learn what OKRs get right, where they fall short, and how EOS creates traction with cadence, scorecards, quarterly priorities, and issue-solving.
14 May 2025
Harnessing Intent Data: What It Really Means for B2B Tech Marketing
Intent data isn't a silver bullet. Here's how B2B tech marketers should really use intent signals to prioritise accounts and change behaviour.
17 Feb 2025
Why Gen-Z Value Strong Brands (And What That Means for B2B)
Riaz Kanani on why brand matters in B2B tech, how Gen-Z buyer behaviour reshapes decision-making, and how to build a narrative that reduces cognitive friction.
5 Feb 2025
How to Cut Through the Noise by Making Better Bets
Riaz Kanani on cutting through B2B noise by making better strategic bets—focusing on decisions, signals, and alignment rather than more activity.
14 Nov 2024 Updated 15 Nov 2024
The web is dying
Unbelievably, the web has been around for three decades. We are at the start of a new journey that will see the web as we know it disappear.
15 May 2023
Mind the Gap: Why B2B Tech Needs Better Thinking, Not Just More Tools
Riaz Kanani on the Rockstar CMO FM podcast: bridging the gap between B2B marketing metrics and real buying behaviour, aligning sales and marketing, and focusing on signal over noise.
15 Mar 2023
Intent data isn’t magic. It’s a way to stop guessing in outbound.
Intent data isn’t magic—it’s a way to stop guessing in outbound. Learn a practical 5-step playbook to prioritise accounts, align sales and marketing, and create pipeline.
28 Oct 2022
What the Dark Funnel Really Means for B2B Marketers
Riaz Kanani on the dark funnel in B2B marketing—why buyer behaviour is increasingly invisible, and how sales and marketing should respond with intent, alignment and systems thinking.
22 Apr 2022
What Really Works in B2B Tech Marketing (and What Doesn’t)
Riaz Kanani on what actually works in B2B tech marketing today—account focus, sales-marketing alignment, and using data and AI to change real behaviour.
26 Feb 2021
Storytelling and B2B Marketing
Storytelling is a key pillar for success in B2B marketing. Hear from the expert, James Trezona.
Page 1 of 11
Newer posts
Older posts