Blog tagged as Strategy

Usage-Based Pricing for Copilot Is Good for Microsoft's Investors. Read That Sentence Again.

06.20.26 2:52 PM - By Thomas Wieberneit - Comment(s)

TheStreet ran a piece this week arguing that, of Microsoft's two Copilot announcements, the shift to usage-based pricing matters more to investors than the DeepSeek flirtation. That read is correct. It is also the tell.

Here is what Microsoft actually did. Copilot Cowork, the agent that reaches acros...

Don't Step Into The Platform Trap: What Microsoft Build 2026 Could Mean for Your Next AI Stack Decision

06.06.26 5:04 AM - By Thomas Wieberneit - Comment(s)

Microsoft Build 2026 produced two announcements that, read together, describe something more interesting than the usual conference launch cadence: a plausible scenario in which enterprise AI stack decisions made in the next 12 months could become significantly harder to reverse. The operative word i...

Your Sales Funnel Is an Architectural Disaster, And How to Change This

06.02.26 3:35 PM - By Thomas Wieberneit - Comment(s)

Every single week, I sit through pitches from enterprise software vendors boasting about the next iteration of their " AI-powered sales pipeline optimization platforms". They promise to auto-magically turn cold leads into closed contracts while minimizing human intervention. That sounds gr...

Zendesk's Specialist Bet Is the Right One; and Here's What Would Make It a Moat

05.22.26 8:40 AM - By Thomas Wieberneit - Comment(s)

If you only read the press releases, Zendesk Relate 2026 told a strong, clean story. The era of the chatbot is over. Welcome the Autonomous Service Workforce. Resolution replaces deflection. Outcome-based pricing is the new norm. Specialization beats generalist orchestration.

That’s strong. Really st...

Sapphire 2026 - What SAP actually did for CX

05.15.26 2:07 PM - By Thomas Wieberneit - Comment(s)

SAP Sapphire 2026 was a major platform announcement, a competitive shot at ServiceNow, a coherent acquisition story across Reltio, Dremio and Prior Labs. It featured an Anthropic partnership that puts Claude at the center of the SAP Business AI Platform. For anyone who cares about customer experienc...

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