Latest updates for ANZ sales professionals
Adobe walked away from planned Creative Cloud price increases worth $500m ARR in H2 FY2026. The company that raised prices every year for the past decade just blinked. Enterprise renewals still getting the full increase, but consumer and SMB tier pricing power is gone. Canva at $4b ARR, Figma at $1.2b, and free Affinity changed the math.
Big Tech buys your rival. Your AE panics. The prospect goes quiet. Except the data says something different: acquirers validate categories, slow down GTM, and hand you runway. Here is what changed in 2025, and what it means for your pipeline.
Victoria's new work-from-home law covers regular casuals and part-time staff, creating Australia's first statutory remote work entitlement. Two days per week starts September 2026 for businesses with 15+ employees, July 2027 for smaller teams. Disputes go to state commission, not Fair Work.
Australians lost access to Anthropic's Fable 5 and Mythos 5 AI models after a US government order citing national security. The block hit locally distributed AI tools mid-deployment, raising questions about regulatory risk for any vendor selling frontier tech into ANZ.
OpenAI filed confidentially for an IPO, valued at $852 billion but burning $10 billion a year. If your sales tech stack runs on ChatGPT or OpenAI models, you are betting on a landlord who has not shown profit yet. Public market pressure will change how they price, prioritise enterprise customers, and manage margin.
Most 20-year-old software companies coast on installed base. Shopify just posted 34% growth, its fastest in four years, on $3.17B quarterly revenue. The model: payments and merchant solutions now drive 76% of revenue, subscriptions just 24%. Worth noting for B2B sales teams: success-based revenue is growing 2x faster than recurring.
Legacy B2B vendors face brutal margin pressure: complex AI features cost $0.30 to $1.00+ per API call, while customers access the same models via Claude Pro for $20/month. That gap explains why enterprise AI features often feel thin, and why AI-native startups are winning deals on economics alone.
Anthropic landed 54% of enterprise logos through self-serve. OpenAI, Replit, and other AI leaders still run sales teams, but reps are processing inbound demand, not creating it. Meanwhile, companies outside AI budgets watch growth collapse regardless of sales team quality. The gap between winners and losers is now 500% versus 15%, and that spread gets set before sales picks up the phone.
New ICONIQ benchmark of 150+ B2B companies shows AI-adopting GTM orgs are running 20 to 30% fewer FTEs while producing roughly double the net new revenue per rep. Sales-sourced pipeline now makes up 62% of total pipeline, up from marketing's 19%. Comp plans are shifting: 33% of companies now tie AE pay to net new recurring revenue, up 8 points year on year.
Agentic AI usage just overtook human chat in real production data from OpenRouter, which routes 28 trillion tokens weekly. The problem: one agent task burns more tokens than 100 human chats, and most sales teams budgeted for chat, not agents. If your AI spend forecast still models people typing into boxes, you are about to blow your annual budget early.
Sydney hotel-tech vendor SiteMinder (ASX:SDR) is pushing AI-enabled distribution channels after getting caught in the 2026 software selloff. The company serves 41,000+ hotels across 150 countries with channel management and booking software. Share price jumped recently, but the path to profitability remains unclear despite consistent revenue growth.
ASX-listed logistics software firm WiseTech Global is making 30% of its workforce redundant as part of an AI transformation. The company wants departing employees to sign non-compete clauses preventing them from joining four smaller competitors for at least a year. Union pushes back.