Your Customer Today Is Your Colleague Tomorrow
12touches.com, Friday, September 18th, 2026
In most enterprise deals the most trusted person isn't the account executive but the sales engineer, precisely because they'll say what won't work — yet that credibility is invisible outside the few accounts they're staffed on, living in the memories of a few dozen people and a CRM someone else owns.
Enterprise IT is a small, circulating world: vendor people become customers, skilled customers get recruited into field roles by the engineers who worked with them, and the boundary between customers and network dissolves over a career. Publishing isn't self-promotion — it's the filtering you already do, done in public.