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Stop making AI decisions in the dark.
Leadership is asking: are we getting value from AI? Which tools are worth the spend? Where are we exposed? Right now, most teams have no idea.
Harmonic Security Usage Explorer changes that.
You get a complete picture of how your organization uses AI, automatically categorized into custom tasks and use cases.
You’ll see the projects being worked on, who’s using what tools, where AI investments are driving value, and where employees are engaging in risky behavior.
CIOs can rationalize spending and cut wasted licenses. CISOs can pinpoint where risk exists and neutralize it. AI committees can show exactly how their efforts are paying off.
GM to the Top 1% ☕
Gartner polled more than three thousand four hundred organizations and dropped a number that should reframe how you walk into every enterprise account this quarter.
Over forty percent of agentic AI projects will be canceled by the end of 2027. Not because the technology cannot work, but because of escalating cost, unclear business value, and controls nobody thought through. And the vendor landscape is worse than it looks. Of the thousands of companies selling agentic AI, Gartner estimates only around one hundred thirty are actually building real agents. The rest is agent washing.
Read that as a seller. Your buyer is sitting on a pilot that is probably going to be quietly killed, sold to them by a vendor that probably is not real.
💡 THE FAILURE OF THEIR AI PROJECT IS YOUR CLEAREST OPENING IN YEARS.
Most reps hear forty percent cancellation and feel threatened, like AI is eating their function. Wrong read. The people getting hurt right now are the buyers who believed the hype and the vendors who oversold it.
That failure creates a very specific opening for a human who sells differently. The champion who greenlit a doomed agentic pilot has budget scar tissue and a boss asking hard questions. They do not need another platform promising autonomy. They need someone who narrows the scope to one provable outcome, keeps a human in the loop where the risk lives, and shows up accountable when it breaks.
Here is the deeper truth. The cancellations do not make sellers obsolete. They make judgment scarce and therefore valuable. When forty percent of the confident, autonomous, fully automated bets fail, the market re-learns that it will pay a premium for a person who de-risks the thing. That person is you, if you stop pitching magic and start selling certainty.
🔧 HOW TO SELL INTO A MARKET FULL OF FAILING AI PILOTS
Position against the hype, not the technology.
1. Ask what they already tried: Open discovery by finding the stalled or dead AI pilot. That scar tells you the real budget and the real fear.
2. Narrow the scope to one outcome: Autonomous everything is what failed. Sell one measurable result with a clear owner. Narrow beats grand right now.
3. Put the human in the loop on purpose: Name where a person stays accountable. After a failed agent, that is a feature, not a weakness.
4. Sell certainty, not autonomy: The market is saturated with promises of magic. Your edge is a result you will stand behind when the demo is over.
🎯 THIS WEEK'S HOMEWORK
Take your top open enterprise deal and find out what AI or agentic project they have already attempted. If you do not know, that is your discovery question this week. Then reframe your offer as the narrow, human-backed, provable version of the thing that burned them.
❓ QUESTION OF THE DAY
Do you know which AI bet your biggest prospect already made and whether it worked?
Reply with what they tried. That answer is your whole strategy.
See you tomorrow.
Edward
Founder, Morning Sales
P.S. Finding the dead pilot and reframing your offer around it takes sharp discovery, the kind most reps skip. I built 500 prompts for exactly this: the discovery questions that surface budget scar tissue, the reframes that sell certainty over magic. It is 27 dollars: https://store.edwardgorbis.com