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Volume 342, Issue 2 · 2026-09-07 – 2026-09-13 · Popular →

Most Popular Vendor News This Week · September 20

12touches.com

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

Never Send Another 'Just Checking In' Email

Every sales professional has done it, and every sales professional secretly hates doing it. The deal has gone quiet. You need to re-engage. You have nothing new to say. So you type the four most defeated words in sales - "just checking in" - dress them up with a little padding, and hit send, knowing the prospect will see straight through it. These messages rarely work, because they broadcast the truth: you're reaching out for your benefit, not theirs, and you have no real reason to be in their inbox. more → · 17 clicks

Never Send Another 'Just Checking In' Email

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

Your Best Pipeline Is the Customers You Already Have

Sales culture is obsessed with the new. New logos, new prospects, net-new pipeline. And that hunt matters. But it quietly overshadows a truth every experienced IT seller eventually learns: the richest, most efficient pipeline you have is sitting inside your existing customer base. These are people who already trust you, already pay you, and already know your solution works. Expanding and renewing them is dramatically easier than winning a stranger - and yet most reps put almost no deliberate effort into staying meaningfully present with the customers they already have. more → · 17 clicks

Your Best Pipeline Is the Customers You Already Have

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

Stop Collecting Business Cards. Build an Audience

Every seasoned IT sales professional has a drawer, a spreadsheet, or a CRM full of contacts collected over years - business cards from conferences, badge scans from trade shows, connections from a dozen jobs and campaigns. It feels like an asset. It mostly isn't. Those contacts decay quietly the moment you file them away: people change roles, switch companies, and forget who you are. A name in a database you never touch is not a relationship. It's a fossil. more → · 16 clicks

Stop Collecting Business Cards. Build an Audience

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

The Warmest Cold Open in Sales

Cold outreach has a fundamental problem, and it isn't your subject line, your opener, or your call-to-action. It's that the person on the other end has no reason to believe you're worth their time. You're a stranger asking for something. Every optimization tactic in the world - personalization tokens, pattern interrupts, clever hooks - is really just an attempt to compensate for that one deficit: the absence of any prior relationship or credibility. more → · 14 clicks

The Warmest Cold Open in Sales

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

The Inbound Lead You Never Had to Chase

There are two ways to fill a pipeline. You can hunt - cold calls, cold emails, list-buying, sequences, and the grinding math of low reply rates. Or you can build something that attracts buyers to you, so that some meaningful share of your pipeline arrives already interested. Most IT sales professionals live almost entirely in the first world. The second world feels like it belongs to marketing, or to influencers, or to somebody with more time. It doesn't. A LinkedIn newsletter puts it within reach of any individual rep. more → · 14 clicks

The Inbound Lead You Never Had to Chase

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

Everyone Shows Up to Pitch. Almost No One Shows Up to Help

There are two ways to fill a pipeline. You can hunt - cold calls, cold emails, list-buying, sequences, and the grinding math of low reply rates. Or you can build something that attracts buyers to you, so that some meaningful share of your pipeline arrives already interested. Most IT sales professionals live almost entirely in the first world. The second world feels like it belongs to marketing, or to influencers, or to somebody with more time. It doesn't. A LinkedIn newsletter puts it within reach of any individual rep. more → · 12 clicks

Everyone Shows Up to Pitch. Almost No One Shows Up to Help
SAP

Upcoming Event · Tue, Sep 15 · 1:00pm

Modernize Your PKI for the Agentic Era without Starting Over

How to enhance existing PKI investments, including Microsoft ADCS, and build a crypto-agile, Agentic AI ready foundation. Attendees will learn how to reduce operational risk, overheads and complexity, preserve valuable infrastructure and expertise, and create a streamlined, better-governed PKI landscape that is easier to manage today, supports Agentic AI initiatives and evolve toward a post-quantum future. more →

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Modernize Your PKI for the Agentic Era without Starting Over (Sept. 15th)
Broadcom
Cisco
Couchbase
Barracuda Networks
AWS
Cohere
Snowflake

Computer Weekly, Monday, September 7th, 2026

Snowflake Pivots to AI Platforming

At Snowflake Summit 2026, Snowflake outlined a pivot to becoming a trusted, open AI platform built around an agentic control plane. more → · 15 clicks

Snowflake Pivots to AI Platforming

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)
Cloudflare