Microsoft CEO Satya Nadella speaks at Microsoft Build AI Day in Jakarta, Indonesia, on April 30, 2024.
Adek Berry | AFP | Getty Images
On Microsoft’s earnings call last month, CEO Satya Nadella boasted about the company’s artificial intelligence products, and said over 150 million people are using its Copilot assistant for productivity, cybersecurity, coding and other endeavors.
But conversations with IT buyers at Microsoft’s Ignite conference in San Francisco this week highlighted some of the hurdles the company must overcome as it tries to sell its AI chatbot in the enterprise market.
“I know a lot of customers who are like, ‘Yeah, I want 300 to go to zero,'” said Adam Mansfield of consulting firm UpperEdge, referring to Copilot licenses. Mansfield, who helps companies negotiate Microsoft deals, said those clients are saying, “I don’t even want it.”
Microsoft started selling the commercial version of 365 Copilot two years ago for $30 per person per month, as an add-on to its broader productivity suite. The chatbot can answer a user’s questions based on information stored in corporate systems and can run alongside Microsoft apps, summarizing email threads, creating formatted presentations and capturing key points from calls.
Microsoft is competing in AI on multiple fronts, with its heftiest investment coming out of its Azure cloud infrastructure business. Alongside a $13 billion bet on OpenAI, Microsoft is the AI startup’s key cloud provider. In October OpenAI announced a $250 billion commitment.
Microsoft said revenue growth at Azure reached 40% in the latest quarter, topping the growth rate at Amazon Web Services and Google’s cloud business.
AI agents present a different challenge. Instead of paying for the infrastructure needed to run hefty workloads, customers are buying a new tool for their employees, and the return on that investment isn’t yet clear, according to a number of clients and consultants interviewed by CNBC.
Adobe, Google, Salesforce, Workday and other vendors are also trying to sell agents to corporations, schools and governments, creating a crowded market for a still nascent technology. OpenAI and Anthropic not only have popular AI models but are increasingly catering to businesses with new services as well.
Eon, a Sequoia-backed cloud backup startup, runs its software in Azure. CEO Ofir Ehrlich said MIcrosoft has broadened Azure’s appeal for software developers and operations specialists. But the company isn’t standardizing on Microsoft’s AI software. It relies on AI coding tools from startups Cognition and Cursor and multiple AI assistants, said Ehrlich, who previously sold startup CloudEndure to Amazon.
Google’s Gemini has been making rapid advancements in the market. This week, the company debuted its latest model, Gemini 3, which it says will deliver better answers to more complex questions.
“We just had a massive 16,000-employee company move all their mail to back to Google so they can leverage more Gemini,” said Julian Hamood, founder of Microsoft partner TrustedTech.
Microsoft declined to comment.
More discounts?
Hamood said one thing Microsoft could do is provide incentives to help companies and partners pay for data-cleaning projects that would make Copilot more valuable.
Microsoft has offered some clients 50% off of the $30 list price for Copilot, he said. “But they’re starting to lean away from the Copilot discounts,” Hamood said.
Tim Crawford, a former IT executive who now advises chief information officers, said many customers aren’t getting enough from Copilot to justify the cost.
“Am I getting $30 of value per user per month out of it?” he said. “The short answer is no, and that’s what’s been holding further adoption back.”
Starting in December, a Microsoft 365 Copilot Business tier will become available at $21 per person per month for organizations with up to 300 end users, the company announced at Ignite this week.
It’s not all doom and gloom for Copilot, as Microsoft still has an advantage with its expansive user base.
Nadella said on the latest earnings call that “more than 90% of the Fortune 500 now use Microsoft 365 Copilot,” though he didn’t provide an average number of users at those companies. He named five companies and a U.K. government department that each bought over 15,000 seats in the quarter, adding that most enterprise clients continued to come back for more.
Land O’Lakes butter is displayed in a supermarket in New York on Feb. 15, 2017.
Brendan Mcdermid | Reuters
This year, butter maker Land O’Lakes rolled out Microsoft 365 Copilot to all of its nearly 5,000 knowledge workers, after initially granting access to about 20% of them. A small number of employees also have Gemini subscriptions.
Land O’Lakes has long relied on Microsoft software and now runs over 70% of its infrastructure in Azure, said Teddy Bekele, the company’s technology chief, in an interview at Ignite.
Software engineers at Land O’Lakes relied on the GitHub Copilot AI automated programming software to build custom project and portfolio management software, Bekele said, adding that the company stopped paying for an off-the-shelf product.
Now Land O’Lakes is testing Oz, an assistant for retail agronomists who advise farmers. The company developed it with Microsoft Foundry software. Oz can save Land O’Lakes money as it replaces older applications, Bekele said.
‘Natural choice’
Education publisher Pearson, meanwhile, has turned on Microsoft 365 Copilot for all of its 18,000 employees. The company uses Windows, Office and Azure products, as well as Amazon and Google cloud services, technology chief Dave Treat said at the conference.
At Ignite, Pearson announced Communication Coach, an agent that will provide personalized learning recommendations through Copilot based on Teams calls, with help from OpenAI’s GPT-4o mini model.
“Microsoft is dominant in the enterprise,” Treat said. “It was a natural choice if we’re thinking about how to train people in communication in the workplace.”
Microsoft is also adding more models into the fold. On Tuesday, Microsoft said Anthropic is bringing its Claude Haiku 4.5, Opus 4.1 and Sonnet 4.5 to Microsoft Foundry. Anthropic committed to spend $30 billion on Azure.
“Before today, we didn’t have access to all the models from Anthropic,” Treat said. “Now we do. That’s a big improvement.”
Still, Mansfield said competition has intensified this year, and some companies have been more seriously evaluating alternatives to Microsoft’s AI products.
“Microsoft is trying to catch up, quite honestly,” Mansfield said. “That’s not what a monopoly typically has to do. They’re not comfortable. Their sales reps actually now have to learn to sell.”
According to Microsoft, the technology is getting more traction internally.
Around 70% of commercial sales, support and partner services workers now use Microsoft 365 Copilot daily, up from 20% a year ago, said Pam Maynard, the company’s chief AI transformation officer.
“We’ve got the 30% daily active usage to get after,” Maynard said in an interview. “I do believe we’ll get there, and it’s just part of change management and helping people to develop that habit.”
Traders work on the floor at the New York Stock Exchange (NYSE) in New York City, U.S., Nov. 26, 2025.
Brendan McDermid | Reuters
The U.S. stock market was closed Thursday stateside for Thanksgiving Day and will reopen on Friday until 1 p.m. ET.
With approximately just 3 hours of trading left for the month, major U.S. indexes are looking to end November in the red, based on CNBC calculations.
As of Wednesday’s close, the S&P 500 was down 0.4% month to date, the Dow Jones Industrial Average 0.29% lower during the same period and the Nasdaq Composite retreating 2.15%, vastly underperforming its siblings as technology stocks stumbled in November.
Unless there’s a huge jump in stocks during the shortened trading session on Friday stateside — which might not be an unequivocally positive move since it would raise more questions about the market’s sustainability — that means the indexes are on track to snap their winning streaks. The S&P 500 and Dow Jones Industrial Average have risen in the past six months, and the Nasdaq Composite seven.
It will also mark a divergence from the historical norm. The S&P 500 has advanced an average of 1.8% in November since 1950, according to the Stock Trader’s Almanac. And in the year following a U.S. presidential election, it typically rises 1.6%.
But it’s not been a typical post-presidential election year. It’s hard to see the market, in the coming months, or even years, moving according to any historical trajectory.
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And finally…
An operator works at the data centre of French company OVHcloud in Roubaix, northern France on April 3, 2025.
It’s unlikely that Europe will lead in building facilities for AI hyperscalers or for the training of AI — that race is considered all but won — but the general consensus is that it could excel in smaller, cloud-focused and connectivity-style facilities.
Europe has “a lot of constraints, but, actually, the more difficult something is to replicate, the more long-term value what you’ve got has,” said Seb Dooley, senior fund manager at Principal Asset Management.
A key rotation away from artificial intelligence stocks may be underway in the market.
According to Astoria Portfolio Advisors’ John Davi, a broader range of stocks are getting a “green light” because liquidity is returning to the system.
“The Fed cut rates four times last year. They cut rates twice already. They’re going to go again whether its December [or] January,” the firm’s CEO and chief investment officer told CNBC’s “ETF Edge” this week. “Historically whenever the Fed cuts interest rates, usually that’s a turn of a new cycle. Market leadership does tend to change quietly.”
He lists the latest performance in areas ranging from emerging markets to industrials. The iShares MSCI Emerging Markets ETF, which tracks the group, is up 17% over the past six months as of Wednesday’s close. The Industrial Select Sector SPDR Fund is up 9% over the same period.
“I think they can be a good offset to what’s an expensive large cap tech position, which dominates most portfolios,” he added. “We’re living in a structurally higher inflation world. The Fed is cutting rates like, why do you want to take so much risk in just seven stocks?” and
Sophia Massie, CEO of ETF-issuer LionShares, is also wary of going all-in on the AI trade.
“I think analysts have an idea of how much value AI will add to our economy. I don’t think we really understand how that’s going to play out between different companies yet,” Massie said in the same interview. “So, I have this sense that right now, we’re pricing in this probability that… one company may be the one that dominates, dominates AI and ends up being a big player in the future.”
When ChatGPT launched in 2022, Google was caught flatfooted, but the launch of Gemini 3 and the Ironwood AI chip this month has experts raving about Alphabet’s AI comeback.
Google kicked off November by unveiling Ironwood, the seventh generation of its tensor processing units, or TPUs, that the company says lets customers “run and scale the largest, most data-intensive models in existence.” And last week, Google launched Gemini 3, its latest artificial intelligence model, saying it requires “less prompting” and provides smarter answers than its predecessors.
Salesforce CEO Marc Benioff captured the excitement around Gemini 3 with a Sunday post on X, saying that despite using OpenAI’s ChatGPT daily for three years, he wasn’t going back after two hours of using Gemini 3.
“The leap is insane,” wrote Benioff, whose company has partnerships with Google, OpenAI and other frontier AI model providers. “Everything is sharper and faster. It feels like the world just changed, again.”
Most tech stocks were down to start the week, except for one: Alphabet.
Shares of the Google parent surged more than 5% on Monday, adding to last week’s gain of more than 8%. Warren Buffett’s Berkshire Hathaway revealed earlier this month that it owns a $4.3 billion stake in Alphabet as of the end of the third quarter.
Alphabet shares are up nearly 70% this year and have outperformed Meta’s by more than 50 percentage points this year, and last week, Alphabet’s market cap surpassed Microsoft’s.
All of this came despite Nvidia reporting stronger-than-expect revenue and guidance in its third-quarter earnings last week.
“You may be asking why almost all of the AI stocks we cover are selling off after such good news from Nvidia,” Melius Research analyst Ben Reitzes wrote in a note Monday, referring to Nvidia’s positive third quarter earnings last week. “There is one real reason for worry and it is the ‘AI comeback’ of Alphabet.”
But while Google appears to have regained the edge, its lead over rivals remains razor thin in the gruelingly competitive AI market, experts said.
Sundar Pichai, chief executive officer of Alphabet Inc., during the Bloomberg Tech conference in San Francisco, California, US, on Wednesday, June 4, 2025.
David Paul Morris | Bloomberg | Getty Images
Putting the pieces together
With Gemini 3 and Ironwood, Google CEO Sundar Pichai appears to have finally put the pieces together for the company’s AI offerings, said Michael Nathanson, co-founder of equity research firm Moffett Nathanson. Google is serving a broad range of customers from consumers to enterprise, something the company initially struggled to do after the arrival of ChatGPT.
“Three years ago, they were seen as kind of lost and there were all these hot takes saying they lost their way and Sundar is a failure,” Nathanson said. “Now, they have a huge leg up.”
The company had a number of AI product mishaps in its initial attempts to catch up with OpenAI. In 2024 alone, Google had to pull its image generation product Imagen 2 for several months after users discovered a number of historical inaccuracies. The launch of AI Overviews caused a similar reaction when users discovered it gave faulty advice, which the company later remedied with additional guardrails.
“There was a lot of fumbling, and they were scrambling,” said Gil Luria, managing director at technology research firm DA Davidson. “But they had the tech in the pantry, and it was just a matter of getting it all together and shipped.”
Of particular note is how quickly Google launched Gemini 3 after the spring release of Gemini 2.5, which was already considered an impressive model. The hyper-realistic image generation features of Nano Banana is another notch in Google’s belt. After the company initially launched the image generation tool, Gemini shot to the top of the Apple App Store in September, dethroning ChatGPT.
And after the launch of Gemini 3, Google released Nano Banana Pro last week.
Google’s ownership of YouTube and all the content on the video platform gives the company an edge when it comes to training models for image and video generation.
“The amount of video and current data that Google has, that’s really a huge competitive advantage,” said Mike Gualtieri, vice president and principal analyst for Forrester Research. “I don’t see how OpenAI and Anthropic can overcome that.”
Additionally, Google has successfully incorporated its AI models into its enterprise products, driving sales for the company’s cloud unit. In its third quarter earnings results last month, Google reached its first $100 billion quarter, boosted by its cloud growth. The company’s cloud unit, which houses its AI services, showed solid growth and a $155 billion backlog from customers.
And it’s not just the AI models. Google is also garnering attention with its AI chips.
Google says Ironwood is nearly 30 times more power efficient than its first TPU from 2018. Google’s ASIC chips are emerging as the company’s secret weapon in the AI wars and have helped it notch recent deals worth billions with customers such as Anthropic.
After a reportsaid that Meta could strike a deal with Google to use its TPUs for the social media company’s data centers, Nvidia saw its stock drop 3% on Tuesday, prompting the chipmaker to post a response on social media.
With the rise of Google’s TPUs, Nvidia may no longer have the AI chips market cornered.
“The advantage of having the whole stack is you can optimize your model to work specifically well on a TPU chip and you’re building everything to a more optimally designed,” said Luria.
The company’s ability to serve AI enterprise customers with its TPUs and Google Cloud offerings as well as its incorporation of Gemini 3 throughout its consumer products is driving Wall Street’s enthusiasm.
Experts who spoke with CNBC said the competitive landscape is broader than just one AI winner, but they added that it’s become increasingly expensive for multiple companies to prove success.
Tight competition
Despite these wins, Google is still in fierce competition with other AI companies, experts said.
“Having the state of the art model for a few days doesn’t mean they’ve won to the extent that the stock market is implying,” Luria said, pointing to Anthropic’s new Opus 4.5 model launched Monday.
Earlier this month, OpenAI also announced two updates to its GPT-5 model to make it “warmer by default and more conversational” as well as “more efficient and easier to understand in everyday use,” the company said.
“The frontier models still seem to be neck and neck in some ways,” Forrester Research’s Gualtieri said.
The competitive edge will likely go to the companies willing to spend more money given the expenses of the AI race, experts said. In their earnings reports last month, Alphabet, Meta, Microsoft and Amazon each lifted their guidance for capital expenditures. They collectively expect that number to reach more than $380 billion this year.
“These companies are spending a lot of money assuming there’s gonna be a winner take all when in reality we may end up with frontier models being a commodity and several will be interchangeable,” Luria said.
For Google, maintaining a lead in AI won’t be without challenges.
Company executives told employees earlier this month that Google has to double its serving capacity every six month to meet demand for AI services and run its frontier models, CNBC reported last week.
“The competition in AI infrastructure is the most critical and also the most expensive part of the AI race,” Google Cloud Vice President Amin Vahdat told employees.
Although Google’s in-house TPUs have gotten increased attention as viable alternatives to Nvidia’s Blackwell chips, Nvidia still holds more than 90% of the AI chip market.
In its post on Tuesday, Nvidia pointed out that its chips are more flexible and powerful than ASIC chips, like Google’s Ironwood, which are typically designed for a single company or function.
And despite getting Salesforce’s Benioff to switch to Gemini, Google also has a lot of catching up to do with its consumer chat product, experts said, citing hallucinations and lower user numbers than OpenAI’s.
The Gemini app has 650 million monthly active users and AI Overviews has 2 billion monthly users, Google said last month. OpenAI, by comparison, said in August that ChatGPT hit 700 million users per week.
“Yes, Google has got its act together,” Luria said. “But that doesn’t mean they’ve won.”