Month: August 2026

I didn’t build a personal brand.
I built a career.

For more than thirty years, I’ve sat across conference tables helping organizations buy, adopt, implement — and sometimes resist — technology.

Long before AI became a buzzword.

Long before LinkedIn became a stage.

I’m an Electronic Engineer, graduated from La Sapienza University in Rome. Today, I work as a Key Account Manager for an Italian ICT system integrator, after spending more than three decades designing, selling, and bringing technology solutions into large networks and infrastructure environments.

But none of this started with a blog.

It started with a client telling me:

“This will never work.”

My job wasn’t to immediately convince him he was wrong.

My job was to understand why he might be right.

I studied Electronic Engineering and Expert Systems at a time when talking about artificial intelligence during a job interview didn’t make you sound visionary.

Sometimes it simply made the interview shorter.

Then came thirty years in the field.

Technology deals.

Large networks.

Skeptical executives.

Impossible deadlines.

Projects that looked brilliant in PowerPoint and became painfully complicated in the real world.

Failures.

Negotiations.

And the occasional breakthrough that genuinely changed the way people worked.

That experience taught me something technology presentations rarely mention:

Technology changes fast.

People don’t.

Writing came much later.

Not to build an audience.

Not to become an influencer.

I started writing to make sense of what I was witnessing firsthand.

Digital transformations that promised revolutions and then collided with organizational reality.

Artificial intelligence changing professional work faster than many companies can absorb it.

Experienced professionals trying to grow without throwing away the judgement they spent decades developing.

And complex technology deals that were often won or lost long before anybody signed a contract.

Over time, those observations became part of a framework I call Experiential Selling in ICT.

It isn’t another sales methodology.

It is a way of looking at complex technology selling through what actually happens in the field: conversations, resistance, mistakes, negotiations, trust, organizational dynamics, and the way real people make decisions when technology enters their business.

Today, I mainly write about:

• Digital Change — what really happens when technology, organizations, and people have to change together;
• Human + AI — how professionals can use AI as an accelerator without outsourcing judgement, accountability, or critical thinking;
• Professional Growth — what a long career teaches you about learning, adapting, and remaining relevant;
• Experiential Selling in ICT — lessons from decades of selling complex technology in the real world.

You won’t find recycled advice from keynote speakers here.

Or another collection of corporate slogans pretending change is easy.

You’ll find what happens when technology collides with reality.

Stories from conference rooms.

Lessons from the sales floor.

Projects that worked.

Projects that taught me more because they didn’t.

Conversations with customers who had very good reasons to say no.

And thirty years of watching technological change happen one difficult decision at a time.

Because after three decades in this business, I’ve learned that the most useful professional stories are rarely the perfect ones.

They’re the ones that actually happened.

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