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Volume 342, Issue 1 · 2026-08-31 – 2026-09-06 · Popular →

Thursday’s Briefing · September 10

Compliance

Upcoming Event · Wed, Oct 14 · 11:00am

Modernize for the AI Era

Join PwC and AWS for a discussion on how AI is redefining cloud modernization priorities. We'll share examples from leaders in their sectors, as well as practical recommendations for building modern cloud platforms that deliver measurable business value, while navigating evolving regulatory, risk, and operational considerations. more →

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Modernize for the AI Era (Oct. 14th)
CxO
Security
Technology
Developer
ERP
Java
12touches.com

12touches.com, Friday, September 4th, 2026

Curate the Industry Without Promoting Your Competition

There's a reason a lot of enterprise IT reps think about starting an industry newsletter and then quietly drop the idea. It isn't the writing. It isn't even the time, though that's the one they'll say out loud. It's a specific, uncomfortable scenario that occurs to them about ten minutes in: What happens the week my biggest competitor announces something great? more →

Curate the Industry Without Promoting Your Competition

12touches.com, Friday, September 4th, 2026

Build Your Own Audience While You Still Have a Job

Let's start with the part nobody enjoys saying out loud: the last several years of enterprise technology have been full of layoffs that had nothing to do with performance. Whole sales teams cut because a segment got deprioritized. Territories dissolved in a reorg. Solid reps let go sixty days after a president's club trip, because a board wanted a different number on a slide. more →

Build Your Own Audience While You Still Have a Job

12touches.com, Friday, September 4th, 2026

Educated Buyers Close Faster

Every sales professional wants a shorter sales cycle. Faster cycles mean more deals per quarter, quicker commissions, less pipeline slippage, and less of the exhausting effort that goes into dragging a hesitant buyer across the line. We tend to chase that speed inside the deal — sharper demos, tighter proposals, better objection handling. But the biggest lever on cycle length often sits before the deal even starts, in how well-educated the buyer is when they first engage. more →

Educated Buyers Close Faster

12touches.com, Friday, September 4th, 2026

Build a Personal Brand That Follows You Anywhere

Sales careers are mobile. The average enterprise IT rep will change companies several times over a career - chasing a better product, a bigger territory, a stronger comp plan, or simply a fresh start after a reorg. And every time a rep makes that move, they typically leave something valuable behind: the relationships, the visibility, and the market presence they spent years building, all of it tied to an employer that keeps it when they walk out the door. more →

Build a Personal Brand That Follows You Anywhere

12touches.com, Friday, September 4th, 2026

Own Your Pipeline: Personal Marketing for IT Sales

Most enterprise IT sales professionals are, whether they admit it or not, dependent on marketing for the top of their funnel. The leads that arrive, the campaigns that warm the market, the content that gives them something to send - all of it flows from a team the rep doesn't control, working to priorities the rep didn't set. When marketing's engine is humming and pointed at your accounts, life is good. When it isn't - when the leads dry up, the campaigns target the wrong segment, or the content doesn't fit your deals - you're stuck. And you have no lever to pull. more →

Own Your Pipeline: Personal Marketing for IT Sales

12touches.com, Friday, September 4th, 2026

Consistency Is a Sales Skill - and Your Newsletter Proves It

When an enterprise IT buyer chooses a vendor, they're not just buying a product. They're betting on a relationship that will play out over years - implementations, support, renewals, escalations, roadmaps. And the single trait they most want to see in the rep and the company behind that bet is one that's surprisingly hard to fake: reliability. Will you follow through? Will you still be there, engaged and dependable, long after the ink dries? more →

Consistency Is a Sales Skill - and Your Newsletter Proves It
Anysphere
Citrix
Dell
Harness
HPE

Upcoming Event · Thu, Sep 10 · 2:00pm

Would Your Data Survive an Attack on Your Cloud Backups?

If an attacker got into your SaaS and cloud environment tonight, would they even need to break anything? Probably not. The latest Coveware by Veeam research shows attackers are no longer just kicking down doors. Instead, they're logging in through paths that look completely legitimate: Password resets, help desk tickets, OAuth grants, and forgotten remote access portals. more →

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Would Your Data Survive an Attack on Your Cloud Backups? (Sept. 10th)
KnowBe4
OneTrust
OutSystems
Rubrik

Upcoming Event · Tue, Sep 22 · 1:00pm

Trustworthy AI in the Cloud: Observability as a Control System

This session explores why observability is emerging as a foundational capability for trustworthy AI. Rather than focusing solely on infrastructure health, modern observability provides the transparency and context needed to understand how AI systems behave, why they produce specific outcomes, and whether they continue to perform as intended over time. more →

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Trustworthy AI in the Cloud: Observability as a Control System (Sept. 22nd)
Sophos

Upcoming Event · Wed, Sep 9 · 11:00am

Give Your AI Investigator a Complete Case File

This session reframes the classic cost-versus-fidelity trade-off for the agentic era. When an AI investigator hits a sampled-out span, a rolled-up metric that no longer holds the dimension it needs, or a retention wall just short of the pattern it's chasing, it doesn't error out. It reaches a confident, wrong conclusion and you find out one incident at a time. We'll unpack that quiet failure mode and give you a vendor-neutral way to audit your own pipeline before you hand an agent the case. more →

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Give Your AI Investigator a Complete Case File (Sept. 9th)
Ubuntu

Upcoming Event · Wed, Sep 9 · 10:00am

Train Employees on Cost-Optimized Best Practices for GenAI

Gartner experts will discuss approaches for selecting the right models for the right tasks, establishing context-specific training programs, improving prompt design practices and creating accessible prompt repositories. The session also examines how usage monitoring and governance can help organizations identify key cost drivers, manage consumption and optimize GenAI investments as adoption grows. more →

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Train Employees on Cost-Optimized Best Practices for GenAI (Sept. 9th)