Field notes.
Jeff Brokaw writes about AI commercialization, GTM, pricing, category creation, revenue architecture, and public-market belief. The notes are intentionally sparse: useful operating ideas first, archive second. Thin publishing hurts authority; durable thinking builds it.
// 01 · Notes
Operating ideas worth keeping.
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Jun 2026
AI pricing has to respect compute reality
Usage-based AI can look elegant and still wreck margins. Good pricing connects customer value, model cost, human workflow, and expansion logic before the invoice goes out.
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Jun 2026
Category creation is not a positioning exercise
It is a proof system. The market needs language, evidence, customer motion, pricing logic, sales narrative, and repeated examples before it believes a new category exists.
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Jun 2026
The market does not buy complexity
It buys a story it can repeat. If your buyer needs a PhD to explain the value, the problem is not intelligence. The problem is translation.
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Jun 2026
AI demos are easy. AI businesses are hard.
The model is rarely the moat. The moat is the workflow, data layer, cost structure, pricing model, and proof system that make the product economically defensible.