The Hidden Project

The work between buying AI and using it.

Most of what decides whether an AI initiative lives or dies never makes the announcement deck. The stakeholder who quietly stops showing up. The pilot that works and still gets shelved. The security review nobody budgeted for. This newsletter is about that hidden work: distribution, adoption, and trust, written from fifteen years inside enterprise deals.

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Issues

March 26, 2026

The caterpillar vs the butterfly. What true AI transformation looks like.

Deloitte's 2026 State of AI report says 66% of enterprises got faster with AI, but only 34% actually changed how they work. The gap is not technology. It is discovery: understanding the work before deploying the tool.

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What It Covers

Enterprise AI adoption. Why initiatives stall after the pilot, and the evidence that moves them from demo to defensible production.
Selling and stakeholders. The two buy-ins every deal needs, discovery that surfaces what buying committees actually care about, and the rooms where deals quietly stall.
Change management. Moving teams past friction until skeptics become advocates, in enterprises and in classrooms.
Field notes. Stories from fifteen years in enterprise, from comedy stages to boardrooms, and what they teach about reading a room.

Reading about the problem is a start. Talking through yours is faster.

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