Omer KhanLinkedIn · 2026-08-20

I audited my OTIF by margin tier and found 30% of our "perfect" delivery was coming from 2% margin orders. ​ OTIF measures on-time, in-full. ​ It doesn't measure profitability. ​ You're hitting 98% OTIF while barely breaking even on half your orders. ​ Audit your last 100 orders by margin tier. ​ Calculate OTIF by segment. ​ Then restructure: ​ Prioritize high-margin orders for on-time, in-full. ​ Accept lower OTIF on low-margin orders. ​ The gap between OTIF and profitable OTIF is billions. ​ Stop measuring what looks good. ​ Measure what makes money.

Omer KhanLinkedIn · 2026-08-21

Off-the-shelf platforms work for 80% of use cases. ​ Your enterprise is the 20%. ​ Your business evolved 15 years of competitive processes. ​ Off-the-shelf software tries to standardize you into their process. ​ You either accept lower performance or build workarounds. ​ Result: ​ You run two systems. Theirs and your custom one. ​ What works: ​ - Off-the-shelf for commodity (standard procurement, routine forecasting). - Custom for competitive (your unique demand logic, supplier philosophy). - Vendors winning: "Here's our 80%. Here's where you customize the 20%." ​ Vendors losing: ​ "Our 100% is better."

Omer KhanLinkedIn · 2026-08-25

Vendors still selling like it's 2010. ​ Buyers shopping like it's 2026. ​ The gap is costing the industry $30B+ annually. ​ Vendor playbook: ​ - 6-12 month sales cycles. - Committee approvals. - 199-question RFP. - 18-month implementations. ​ Buyer reality: ​ - 8-week proof. - One decision-maker. - Reference. - 12-week deployment. - Weekly results. ​ They're incompatible. ​ By 2027, this isn't a playbook difference. ​ It's extinction. ​ Vendors shifting to rapid-value models are winning 80% of new enterprise deals. ​ Here's what actually works: ​ - Replace sales cycles with value-proof cycles. - Pick one painful use case. - Deliver results in 8 weeks. - Expand from proof. ​ This single shift turns losing deals into winning deals. ​ The market moved to 2026. ​ Move with it.

Omer KhanLinkedIn · 2026-08-26

Enterprise AI platforms get adopted at 40% usage within year one. ​ Not because the technology fails. ​ Because platforms are built for perfect workflows, not yours. ​ You have 7 different workflows by geography and legacy systems. ​ The platform works for 1. ​ So you build workarounds. Run spreadsheets alongside. Use it 40%. ​ What enterprises need: ​ Flexible architecture that adapts to your workflows, not rigid platforms forcing you to adapt. ​ Explainability so your team understands why the AI recommended something. ​ Native integrations to existing systems, not "later" promises. ​ Vendors winning: Let enterprises bend the system to their reality. ​ Vendors losing: Force reality to bend to the system.

Omer KhanLinkedIn · 2026-08-27

Enterprise AI adoption is failing for one reason nobody talks about. ​ It's not accuracy. ​ It's explainability. ​ Your AI recommends a $5M procurement decision. ​ Your CFO asks: "Why?" ​ If you can't answer, the deal dies. ​ Here's what's changing: ​ Explainability just became a hard requirement, not a feature. ​ Every recommendation needs: Why. ​ Data inputs. Historical comparison. Override with reasoning. ​ Vendors showing their work win $2B+ in deals. ​ Vendors hiding algorithms lose them. ​ Transparency isn't nice-to-have anymore. ​ It's the entire game.