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

Thursday’s Briefing · September 10

Compliance

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)
CxO
Security
Technology
Developer

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)
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

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

The AI-Powered Modernization Playbook for Financial Services Secure Migration, Modernization & the AI-Driven Development Lifecycle

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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The AI-Powered Modernization Playbook for Financial Services Secure Migration, Modernization & the AI-Driven Development Lifecycle (Oct. 14th)
HPE
KnowBe4
OneTrust

Upcoming Event · Thu, Oct 8 · 2:00pm

Innovation at Speed, Security at Scale: Exposure Management for the Next Era of Growth

As AI, cloud, and connected technologies rapidly expand the attack surface, security teams must focus on the risks that matter most. Join CISO leaders to explore how exposure management strengthens visibility, prioritization, and resilience, thus enabling organizations to innovate confidently while reducing their most critical cyber risks. more →

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Innovation at Speed, Security at Scale: Exposure Management for the Next Era of Growth (Oct. 8th)
OutSystems
Rubrik
Sophos
Ubuntu