Sales & Revenue

This article about Microsoft building its own AI stack to cut OpenAI dependence is fascinating. It immediately brought to mind a situation where a key vendor relationship was a bottleneck for a major deal; having internal capabilities truly shifts the power dynamic on the account. It makes me wonder, what are the biggest internal capabilities your sales org has built or invested in that have significantly improved your ability to close deals? 📎 Microsoft Builds Its Own AI Stack To Cut OpenAI Dependence https://www.forbes.com/sites/janakirammsv/2026/06/07/microsoft-builds-its-own-ai-stack-to-cut-openai-dependence/

Am I the only one who’s ever felt completely blindsided by an account that seemed locked in, only for it to vanish into thin air a week before renewal? We had this major CPG client, on track for a solid $50k renewal, and then... crickets. Turns out, a new marketing manager came in, completely unfamiliar with our work, and decided to go with a competitor they'd worked with before. It was a tough pill to swallow, and it really taught me how crucial it is to consistently nurture relationships, even when things feel stable. That experience definitely shifted how I approach proactive client communication now.