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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% ☕
There is a stakeholder in every one of your deals who never joins a call, never answers an email, and shapes the shortlist more than your champion does.
It is the buyer's AI assistant. With 94 percent of B2B buyers now using AI in their research, the first serious evaluation of you is written by a machine summarizing everything public. Your reviews. Your customers' words. Your competitor's framing of your weaknesses. The Reddit thread from 2024 you forgot about.
Most sellers have never once read what that stakeholder says about them. This morning, you will.
💡 YOU MANAGE YOUR PITCH OBSESSIVELY AND YOUR SUMMARY NOT AT ALL
Reps rehearse demos for hours. Marketing polishes the site quarterly. Meanwhile the artifact the buyer actually reads first, the AI generated comparison of you against two competitors, goes completely unmanaged.
That summary is not built from your best material. It is built from your most repeated material. If your happiest customers are silent and your one angry churned account wrote 900 words, the machine weighs what exists, not what is true. If your competitor has published the definitive comparison page mentioning you, their framing becomes your introduction.
This is the quiet reason deals now arrive pre-shaped. The buyer's first impression was authored by whoever put the most legible evidence into the record. The fix is not gaming an algorithm. It is treating the public record as a sales asset with an owner, a review cadence, and a backlog, exactly like your pipeline. What gets summarized about you is now upstream of everything you say in the room.
🔧 THE BUYER'S-AI AUDIT
Thirty minutes, once a quarter. Do it today.
1. Ask the machine what it thinks: Run your own bake-off. Ask two AI assistants to compare you against your top competitors for your ideal customer profile. Save the outputs verbatim.
2. Trace every claim to a source: For each wrong or stale line, find the page feeding it. An old pricing post, a competitor comparison, a thin review profile. Now you have a fix list, not a feeling.
3. Flood the record with specifics: Machines quote numbers and named outcomes. One customer story with real figures outweighs ten pages of adjectives. Commission two this quarter.
4. Re-run and diff monthly: Same questions, same assistants, thirty days later. The delta tells you whether your record is improving or your competitor is writing your story faster than you are.
🎯 THIS WEEK'S HOMEWORK
Run step one before Monday. Ask an AI assistant to recommend a shortlist for exactly what you sell, to exactly your buyer. If you are missing or mischaracterized, forward the output to your marketing lead with the subject line: this is what buyers read before our first call.
❓ QUESTION OF THE DAY
Have you ever read an AI generated comparison of your product against your top competitor?
Reply yes or no. Next week I will share the ratio, and it will be lopsided.
See you tomorrow.
Edward
Founder, Morning Sales
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