Microsoft is coaching its salespeople to talk down the models it still runs on
Microsoft executives spent an internal meeting on Tuesday teaching the sales force how to run down OpenAI, Google, and Anthropic, which would be unremarkable except that two of those companies supply the models inside Microsoft’s own products.
The session was billed as a strategy kickoff for the fiscal year that began this month, and it leaned on cost and completeness. The company’s in-house models are cheaper and more efficient, the argument goes, and they arrive attached to everything else Microsoft sells.
It is the sales-floor expression of a shift that has been running all year, as Microsoft works its own MAI models into products that used to run on other people’s.
“Everyone else is selling parts,” executive vice president Jay Parikh told the room. “We’re selling the full end-to-end system. That’s the story that we all need to get out there and tell in FY27.”
Jacob Andreou, another executive vice...
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