Microsoft 回应 Wall Street 的回馈，将其 AI 销售策略从把 Copilot 作为软体套装免费加值，转向主动销售 Copilot，这是在 1 月披露「仅约 3%」客户付费后做出的调整。公司领导层在上周四的内部会议中称，已为截至三月结束的财季设定了「some pretty big audacious goals」，且目标是让付费订阅数据明显超越 1 月基准。

Judson Althoff 表示，过去到去年底，Microsoft 专注于既有 Office 软体使用者的免费导入，但现在改为说服企业客户付费使用。文章中提到，Microsoft 到 2025 年 12 月 31 日时已有约 4.5 亿名 Office 用户。该报导发表后，MSFT 股价在美东时间下午 3:41 上涨约 1%，但截至周三收盘全年仍下跌 24%，表现落后 S&P 500。

他也提到，对于 AI 工具变现与竞争压力，问题集中在如何在 OpenAI 等对手夹击下竞逐每一位客户。Althoff 说现在是「dog fight」，Microsoft 的做法是提供安全且可用最强 AI 模型的企业解决方案。公司上个月推出每位用户每月约 99 美元的新工作场所 AI 套装；单独的 Copilot 约为 30 美元/用户/月。

Microsoft, responding to Wall Street feedback, has shifted its AI sales strategy from giving Copilot as part of a bundled software package for free toward actively selling Copilot subscriptions, after reporting in January that only about 3% of customers were paying. In a Thursday internal meeting, leadership said it had set what were called “some pretty big audacious goals” for the fiscal quarter ended in March, with an expectation of materially exceeding the January reference level.

Judson Althoff said that through the end of last year Microsoft focused on driving free adoption of Copilot among Office software users, but it has now prioritized convincing corporate customers to pay. Microsoft said it had about 450 million Office users as of December 31, 2025. After the Bloomberg report, shares rose about 1% at 3:41 p.m. New York time, yet were still down 24% year-to-date through Wednesday close, underperforming the S&P 500.

He said, the monetization discussion centered on AI competition with OpenAI and others, noting Microsoft is in a “dog fight” with every customer every day. Its pitch is to secure enterprises by using the best AI models in a secure way. Last month, Microsoft launched a new workplace software bundle at about $99 per user per month, while the standalone Copilot license is about $30 per user per month.