At Microsoft, sellers who are early adopters of AI tools are demonstrating a 3x productivity gap compared to their peers.

A McKinsey study of Fortune 100 companies conducted in early 2025 found that only 39% of boards had members with AI expertise.

Pam Maynard believes that redesigning heavy-toil workflows with AI, particularly in areas like customer service, can unlock productivity gains of 20% to 70%.

A 2025 MIT study found that companies with AI-savvy boards outperform their peers by over 10% in return on earnings.

Pam Maynard states that providing an AI assistant to a seller typically unlocks a 5% to 7% productivity gain.

Microsoft's sales organization is driving AI adoption through small peer-to-peer learning sessions of eight to ten sellers focused on using AI in their daily workflow.

Microsoft is using autonomous AI agents to prospect and nurture leads in its SMB segment because it cannot scale human sellers to address the full market opportunity.

Microsoft CEO Satya Nadella actively demonstrates his use of AI tools, such as using a tool to prepare for a customer meeting in 15 minutes, a task that previously took teams two weeks.

At Microsoft, leads generated by autonomous AI agents in the SMB segment have a 13% lead-to-opportunity conversion rate, which is higher than leads generated by non-agentic methods.