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Microsoft is reportedly preparing its sales team to take a more aggressive approach against major AI rivals, including OpenAI, Google and Anthropic. At an internal meeting held Tuesday, executives outlined a strategy for the new fiscal year that reportedly encouraged salespeople to emphasize the efficiency and cost-effectiveness of Microsoft’s own AI models while highlighting perceived weaknesses in competing products.

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The reported strategy marks a notable shift because Microsoft has long relied on companies such as OpenAI and Anthropic for AI models used across its products. The company is now increasingly positioning its own models as a stronger alternative, particularly within its software ecosystem.

Microsoft reportedly prepares sales team for tougher AI competition

According to a new report from Bloomberg, Microsoft executives used an internal strategy session to explain how the company’s sales team should position its AI products against those offered by competitors.

The meeting was reportedly focused on plans for the new fiscal year and placed significant emphasis on Microsoft’s in-house AI models. Salespeople were reportedly encouraged to promote the efficiency and cost-effectiveness of Microsoft’s technology compared with models from companies including OpenAI, Google and Anthropic.

“Everyone else is selling parts — 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,” Executive Vice President Jay Parikh reportedly told the room.

The message reflects Microsoft’s effort to present its AI offering as a complete system rather than a collection of individual products or services.

Microsoft reportedly compares Copilot directly with Anthropic’s Claude

Executive Vice President Jacob Andreou reportedly took the comparison further during the meeting by presenting a direct comparison between Microsoft’s Copilot and Anthropic’s Claude chatbot.

According to Bloomberg, Andreou said that Anthropic’s model was “slower and less accurate, and lacked the proper security integrations” when used within Microsoft’s office applications, Bloomberg reported.

The comparison reportedly focused on how the different AI systems perform inside Microsoft’s software environment. Microsoft’s sales strategy therefore appears to be centered not only on the capabilities of its own models but also on the advantages of using AI products that are closely integrated with its broader software ecosystem.

Microsoft and Anthropic had been contacted for comment, with the story expected to be updated if either company responds.

Microsoft is targeting companies it has relied on for AI models

A company coaching its sales team on how to criticize competing products is not unusual in a highly competitive industry. What makes Microsoft’s reported strategy more notable is the identity of the companies now being targeted.

OpenAI and Anthropic have both been important players in the AI ecosystem surrounding Microsoft’s products. Microsoft has also relied on external AI models while developing and expanding its own AI capabilities.

That relationship appears to be becoming more complicated as Microsoft invests more heavily in its own models and seeks to reduce its dependence on outside providers.

The reported sales strategy suggests that Microsoft wants its sales teams to make that transition part of the pitch to customers. Rather than simply offering access to AI tools powered by other companies, Microsoft can increasingly present its own models as a competitive option.

Microsoft has reportedly been replacing outside models in key apps

The latest report follows another development earlier this month involving Microsoft’s flagship applications.

A report at the time found that Microsoft had been replacing OpenAI and Anthropic models in products such as Word and Excel with its own models. According to that report, the move was driven by cost-cutting efforts.

The shift would represent another step in Microsoft’s broader effort to use more of its own AI technology across its product lineup. It also helps explain why the company may now be encouraging its sales team to emphasize the advantages of its in-house models when speaking with customers.

Microsoft’s reported internal messaging appears to connect several priorities: lowering costs, improving the performance of AI features within its own applications and giving customers a broader reason to choose Microsoft’s AI ecosystem.

A changing relationship with OpenAI and Anthropic

Microsoft’s reported approach highlights the changing relationship between major technology companies in the AI industry.

Companies that once depended heavily on outside AI models are increasingly working to develop and promote their own systems. For Microsoft, that means competing more directly with some of the same AI companies whose technology has played a role in powering products and services connected to its ecosystem.

The reported meeting also shows how competition is moving beyond model development. AI companies are increasingly competing over the full package offered to customers, including software integration, security, cost and performance.

That is reflected in Jay Parikh’s reported message that Microsoft is selling a “full end-to-end system,” rather than individual components.

Microsoft’s AI sales pitch is becoming more competitive

The reported strategy represents a more competitive sales pitch for Microsoft as it seeks to position its own AI models against products from OpenAI, Anthropic and Google.

The company is reportedly training its salespeople to emphasize the cost and efficiency benefits of its technology while drawing attention to what executives see as shortcomings in rival models. The direct comparison between Copilot and Claude reportedly shows how specific that pitch may become.

At the same time, Microsoft’s reported move to replace some outside models in products such as Word and Excel suggests that the company is continuing to increase the role of its own AI technology.

The AI market remains highly competitive, and Microsoft’s reported strategy shows that the company is increasingly willing to promote its own models as a direct alternative to the systems it has previously relied on.

For now, the details of Microsoft’s internal strategy come from the reported meeting and Bloomberg’s account. Microsoft and Anthropic were contacted for comment, and the story may be updated if either company responds.