Microsoft’s Path to Adopting and Scaling AI Across its Sales Organization

Podcast: Cold Call · HBR Presents / Brian Kenny

Opublikowano: 2026-05-12

In early 2024, six months after the highly anticipated launch of Microsoft Copilot across the 62,000-person Microsoft Customer and Partner Solutions (MCAPS) organization—one of the world’s largest sales organizations—the initial excitement had not yet materialized into widespread adoption and transformation. But, two years after initiating their AI transformation journey, the organization’s daily active usage of AI tools had reached over 60% and monthly active usage over 98%, significantly altering how sales professionals approached their work. The path to adoption had required Microsoft to evolve its approach based on early deployment insights. The company had simultaneously developed autonomo...