{"id":7398,"date":"2026-05-16T17:38:11","date_gmt":"2026-05-16T09:38:11","guid":{"rendered":"https:\/\/moresourcing.com\/microsofts-path-to-adopting-and-scaling-ai-across-its-sales-organization\/"},"modified":"2026-05-16T17:38:11","modified_gmt":"2026-05-16T09:38:11","slug":"microsofts-path-to-adopting-and-scaling-ai-across-its-sales-organization","status":"publish","type":"post","link":"https:\/\/moresourcing.com\/es\/microsofts-path-to-adopting-and-scaling-ai-across-its-sales-organization\/","title":{"rendered":"El camino de Microsoft para adoptar y ampliar la IA en toda su organizaci\u00f3n de ventas"},"content":{"rendered":"

<\/p>\n

\n <\/p>\n

BRIAN KENNY: \u00bfQu\u00e9 se necesita para que decenas de miles de empleados cambien fundamentalmente su forma de trabajar?<\/p>\n

Hoy, en Cold Call, analizaremos el caso \"Soluciones para clientes y socios de Microsoft, la implementaci\u00f3n de Copilot\" con los profesores Iav Bojinov y Shunyuan Zhang.<\/p>\n

BRIAN KENNY: La investigaci\u00f3n de Iav Bojinov analiza el proceso mediante el cual los productos de IA se desarrollan e integran en el mundo real.<\/p>\n

IAV BOJINOV: Gracias.<\/p>\n

BRIAN KENNY: Es fant\u00e1stico tenerte de vuelta en el programa.<\/p>\n

SHUNYUAN ZHANG: Bueno, gracias Brian.<\/p>\n

BRIAN KENNY: Es genial tenerlos a ambos aqu\u00ed.<\/p>\n

SHUNYUAN ZHANG: Creo que lo que realmente nos atrajo del caso es que exactamente da la vuelta a la conversaci\u00f3n habitual sobre IA.<\/p>\n

IAV BOJINOV: Y adem\u00e1s, creo que lo fascinante de este caso es que se trata de Microsoft, las personas que crean la herramienta.<\/p>\n

BRIAN KENNY: Correcto.<\/p>\n

IAV BOJINOV: Y este es el equipo de ventas que realmente vende esta herramienta.<\/p>\n

BRIAN KENNY: S\u00ed.<\/p>\n

IAV BOJINOV: S\u00ed, absolutamente.<\/p>\n

IAV BOJINOV: Y las cosas realmente est\u00e1n avanzando muy, muy r\u00e1pidamente.<\/p>\n

BRIAN KENNY: S\u00ed.<\/p>\n

IAV BOJINOV: S\u00ed.<\/p>\n

BRIAN KENNY: Pero seg\u00fan lo que usted dice, creo que plantea una pregunta interesante: los vendedores en particular, su tiempo es realmente valioso.<\/p>\n

SHUNYUAN ZHANG: Definitivamente hay una brecha.<\/p>\n

BRIAN KENNY: S\u00ed.<\/p>\n

IAV BOJINOV: S\u00ed, solo iba a agregar, sabemos por 20 a\u00f1os de investigaci\u00f3n sobre la adopci\u00f3n tecnol\u00f3gica que cuando sale la nueva tecnolog\u00eda, esto es una especie de trabajo de Erik Brynjolfsson, hay una curva J de productividad, que al principio cuando la usas, en realidad pierdes productividad.<\/p>\n

El producto le indica lo bueno que puede llegar a ser con esta tecnolog\u00eda.<\/p>\n

BRIAN KENNY: Interesante.<\/p>\n

IAV BOJINOV: Porque pueden tener todos los atajos, lo saben todo, c\u00f3mo utilizar cada sistema a la perfecci\u00f3n.<\/p>\n

BRIAN KENNY: S\u00ed.<\/p>\n

IAV BOJINOV: S\u00ed, creo que se trata de esa experimentaci\u00f3n.<\/p>\n

Y una de las cosas fascinantes que vimos en este estudio de caso fue que, cuando hablamos con varios l\u00edderes, uno de ellos mencion\u00f3 que lo que hicieron fue colocar a la persona m\u00e1s veterana, m\u00e1s experimentada, m\u00e1s anti-IA y anti-tecnolog\u00eda como el campe\u00f3n de la adopci\u00f3n y los asoci\u00f3 con uno de los ni\u00f1os peque\u00f1os que estaba dispuesto a experimentar, probar todas estas locuras.<\/p>\n

BRIAN KENNY: S\u00ed.<\/p>\n

IAV BOJINOV: Exactamente.<\/p>\n

BRIAN KENNY: Ambos hablaron sobre el hecho de que se est\u00e1 implementando esto en una fuerza laboral experta en tecnolog\u00eda.<\/p>\n

SHUNYUAN ZHANG: Creo que lo que aprendimos de este caso y tambi\u00e9n lo que Microsoft hizo finalmente es que hay diferentes palancas, y Iav en realidad cubri\u00f3 la mayor\u00eda de ellas, hay una palanca de capacitaci\u00f3n, se necesitan habilidades b\u00e1sicas, la gente necesita entender lo que la IA puede hacer y c\u00f3mo solicitarlo.<\/p>\n

BRIAN KENNY: \u00bfHicieron eso?<\/p>\n

SHUNYUAN ZHANG: Bueno, estoy seguro de que se han producido algunas conversaciones en la empresa; de lo contrario, no ser\u00eda posible que la gente se sintiera c\u00f3moda experimentando y pasando por la ca\u00edda de la curva de aprendizaje.<\/p>\n

BRIAN KENNY: Hablando desde mi experiencia en Harvard Business School, Iav, usted particip\u00f3 en algo que llamamos AI Academy, que es algo que estamos implementando en toda la escuela.<\/p>\n

IAV BOJINOV: S\u00ed, absolutamente.<\/p>\n

BRIAN KENNY: No es un juego de palabras.<\/p>\n

IAV BOJINOV: S\u00ed.<\/p>\n

BRIAN KENNY: S\u00ed.<\/p>\n

SHUNYUAN ZHANG: S\u00ed, absolutamente.<\/p>\n

BRIAN KENNY: S\u00ed.<\/p>\n

IAV BOJINOV: S\u00ed, absolutamente.<\/p>\n

BRIAN KENNY: Correcto.<\/p>\n

IAV BOJINOV: Es autoservicio.<\/p>\n

BRIAN KENNY: Entonces no son amenazantes.<\/p>\n

IAV BOJINOV: No los amenazan.<\/p>\n

BRIAN KENNY: Los vendedores empresariales, s\u00ed.<\/p>\n

IAV BOJINOV: Donde dejamos el caso es con esta pregunta realmente interesante, que es: \"Bueno, esto ha sido realmente exitoso en las primeras pruebas piloto y experimentaci\u00f3n\".<\/p>\n

BRIAN KENNY: Eso suena aterrador.<\/p>\n

IAV BOJINOV: Bueno, da miedo, pero tambi\u00e9n es una gran oportunidad para ellos porque conocen a sus clientes y saben cu\u00e1les de ellos estar\u00edan de acuerdo con recibir una respuesta instant\u00e1nea de un agente si surge una pregunta r\u00e1pida en la que el cliente realmente necesita levantar el tel\u00e9fono y hablar con una persona real.<\/p>\n

BRIAN KENNY: Bueno, quiz\u00e1s analicemos un poco algunos de ellos.<\/p>\n

SHUNYUAN ZHANG: Me encantar\u00eda tener uno.<\/p>\n

Y mi teor\u00eda es que si pensamos en esto como un espectro o una escalera, cuando la IA se vuelve cada vez m\u00e1s aut\u00f3noma, creo que el problema t\u00e9cnico o tecnol\u00f3gico se vuelve m\u00e1s f\u00e1cil, pero la parte m\u00e1s dif\u00edcil ser\u00eda el componente humano.<\/p>\n

BRIAN KENNY: S\u00ed.<\/p>\n

SHUNYUAN ZHANG: La tecnolog\u00eda en t\u00e9rminos de adopci\u00f3n de IA, transformar los negocios es definitivamente posible, pero la tecnolog\u00eda es la parte m\u00e1s f\u00e1cil.<\/p>\n

BRIAN KENNY: S\u00ed.<\/p>\n

IAV BOJINOV: Eso suena genial.<\/p>\n

BRIAN KENNY: S\u00ed.<\/p>\n

IAV BOJINOV: Oh, absolutamente.<\/p>\n

BRIAN KENNY: \u00bfHabr\u00e1 un caso D sobre Microsoft?<\/p>\n

IAV BOJINOV: Probablemente s\u00ed.<\/p>\n

BRIAN KENNY: S\u00ed, y son una firma incre\u00edble.<\/p>\n

IAV BOJINOV: Gracias.<\/p>\n

SHUNYUAN ZHANG: Gracias.<\/p>\n

BRIAN KENNY: Si te gusta Cold Call, es posible que te gusten nuestros otros podcasts: Aumento del clima<\/a>, Entrenando a verdaderos l\u00edderes<\/a>, IdeaCast<\/a>, Gestionar el futuro del trabajo<\/a>, Terraza<\/a>y Piense en grande, compre en peque\u00f1o.<\/a> Encu\u00e9ntrelos dondequiera que obtenga sus podcasts.<\/p>\n

Si tienes alguna sugerencia o simplemente quieres saludar, queremos saber de ti. coldcall@hbs.edu<\/a>.<\/p>\n<\/p><\/div>\n

#Microsofts #Ruta #Adopci\u00f3n #Escalado #Ventas #Organizaci\u00f3n<\/p>","protected":false},"excerpt":{"rendered":"

BRIAN KENNY: \u00bfQu\u00e9 se necesita para que decenas de miles de empleados cambien fundamentalmente su forma de trabajar?<\/p>","protected":false},"author":1,"featured_media":3283,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[9],"tags":[],"class_list":["post-7398","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-management"],"acf":[],"yoast_head":"\nMicrosoft\u2019s Path to Adopting and Scaling AI Across its Sales Organization - MORE SOURCING LTD<\/title>\n<meta name=\"description\" content=\"A case study on why the standard deployment playbook didn\u2019t work when the tech giant rolled out CoPilot to a key department\u2014and how they adjusted course.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/moresourcing.com\/es\/microsofts-path-to-adopting-and-scaling-ai-across-its-sales-organization\/\" \/>\n<meta property=\"og:locale\" content=\"es_ES\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Microsoft\u2019s Path to Adopting and Scaling AI Across its Sales Organization\" \/>\n<meta property=\"og:description\" content=\"A case study on why the standard deployment playbook didn\u2019t work when the tech giant rolled out CoPilot to a key department\u2014and how they adjusted course.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/moresourcing.com\/es\/microsofts-path-to-adopting-and-scaling-ai-across-its-sales-organization\/\" \/>\n<meta property=\"og:site_name\" content=\"MORE SOURCING LTD\" \/>\n<meta property=\"article:published_time\" content=\"2026-05-16T09:38:11+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/moresourcing.com\/wp-content\/uploads\/2025\/09\/wide-cold-call-25.png\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"676\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"MS\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Escrito por\" \/>\n\t<meta name=\"twitter:data1\" content=\"MS\" \/>\n\t<meta name=\"twitter:label2\" content=\"Tiempo de lectura\" \/>\n\t<meta name=\"twitter:data2\" content=\"27 minutos\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/moresourcing.com\/microsofts-path-to-adopting-and-scaling-ai-across-its-sales-organization\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/moresourcing.com\/microsofts-path-to-adopting-and-scaling-ai-across-its-sales-organization\/\"},\"author\":{\"name\":\"MS\",\"@id\":\"https:\/\/moresourcing.com\/#\/schema\/person\/2c9a233f0ad18413717419291cacdf69\"},\"headline\":\"Microsoft\u2019s Path to Adopting and Scaling AI Across its Sales Organization\",\"datePublished\":\"2026-05-16T09:38:11+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/moresourcing.com\/microsofts-path-to-adopting-and-scaling-ai-across-its-sales-organization\/\"},\"wordCount\":5430,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/moresourcing.com\/#organization\"},\"image\":{\"@id\":\"https:\/\/moresourcing.com\/microsofts-path-to-adopting-and-scaling-ai-across-its-sales-organization\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/moresourcing.com\/wp-content\/uploads\/2025\/09\/wide-cold-call-25.png\",\"articleSection\":[\"Management\"],\"inLanguage\":\"es\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/moresourcing.com\/microsofts-path-to-adopting-and-scaling-ai-across-its-sales-organization\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/moresourcing.com\/microsofts-path-to-adopting-and-scaling-ai-across-its-sales-organization\/\",\"url\":\"https:\/\/moresourcing.com\/microsofts-path-to-adopting-and-scaling-ai-across-its-sales-organization\/\",\"name\":\"Microsoft\u2019s Path to Adopting and Scaling AI Across its Sales Organization - 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