The Executive Voice

How Are You Communicating Results to Employees?

Earnings season kicked off last week and continued this week in the US, which had me thinking that CEOs spend a lot of time explaining results to investors, but employees interpret them differently, especially when strong profits and positive growth figures coincide with layoffs, restructures, hiring freezes or other cost-cutting measures.

And why employees don’t want a simple playback of the presentation leadership gives investors. They view the results through the lens of: “What does this mean for me?”, particularly how their role and job security could be affected.

This means the goal of internal results communication is to put the numbers in context for employees. The message should be honest and direct, while maintaining morale and keeping people focused on executing the mission.

That mission, of course, must be clear and easily understood. That aside, here is a simple structure for communicating results internally:

Why Internal Results Communication Matters More This Year

The tension surrounding tech results is unusually high. Companies are promoting AI-driven growth while facing questions about capital expenditure, cash flow, productivity and whether their AI investments are delivering real business value.

Ultimately, employees judge results by whether leadership appears competent, candid and fair, and whether success will be shared or achieved at their expense.

A Conversation with Peter Williams

“Make the situation clear, let people contribute and give them something to say yes to. When you encounter the Department of No, ask: ‘Under what circumstances could you say yes?’“ I invite you to spend three-four minutes with a leader who knows how to turn resistance into a discussion about what really matters …

Six Ways to Make it About The Customer

In consumer marketing, especially sales copywriting, there’s a rule that messages should be 90 per cent about the customer and 10 per cent about you (or your product).

I’ve tried to apply the same principle throughout 25-plus years in B2B technology. It can be difficult in an industry where complex products and technical expertise naturally take centre stage, sometimes at the expense of the client’s problems, priorities and business objectives.

I first wrote an article about making it all about the customer five years ago, yet B2B tech can still fall into the trap of too much me, me, me and not enough you, you, you.

The original full article includes 20 ways to make communication more customer-focused. Here are six:

The link again to the full article, ‘20 Ways to Make Your B2B Tech Sales Messages All About the Customer’.

This week, one news items, two earnings results from Microsoft and Meta and what’s being communicated to the market and investors

Microsoft and Meta Face the AI Spending Test

Microsoft and Meta both reported strong revenue growth this week, but investors remain focused on whether their enormous AI investments will generate sufficient returns. Microsoft pointed to clearer evidence of current demand. Azure and other cloud services revenue grew 43 per cent, annual Azure revenue surpassed US$100 billion, and Microsoft 365 Copilot reached more than 30 million paid seats. Its shares rose more than 8 per cent in after-hours trading as the results and outlook eased some concerns about its AI spending.

Meta reported revenue of US$60.8 billion, up 28 per cent. However, quarterly capital expenditure reached US$31.08 billion, while free cash flow was US$784 million, compared with US$8.55 billion in the same quarter last year. The company expects 2026 capital expenditure of between US$130 billion and US$145 billion, intensifying investor concerns about how quickly that spending will generate returns.

What Else is Being Communicated?
Both companies are asking investors to support expensive AI strategies. Microsoft’s message was: demand is growing and the investment is already producing revenue. Meta’s was: the core business remains strong, but investors must accept much heavier spending now for returns that may take longer to emerge. Vision matters, but when spending rises this quickly, confidence depends on credible evidence, financial discipline and a clear path to returns. Meta’s recent layoffs, legal costs and wider negative publicity only add to the scrutiny surrounding its strategy.

Word of the Week

Convergence: The merging of technologies such as AI, quantum computing, robotics and energy systems where the most significant breakthroughs increasingly happen at their intersections. Tech leaders should watch where these fields connect, as this is likely to create new competitors, business models and market opportunities.

Your Tone of Voice Shapes How Others Judge You

Tone influences whether people trust, respect and respond positively to what you say.

A CEO can weaken a well-crafted results announcement by sounding cold or detached.

A senior executive's strong idea can lose credibility if it’s presented hesitantly.

In sales, speaking too loudly or rapidly can make a negotiation feel confrontational.

Whether you’re speaking internally to employees or externally to buyers, clients or the market, don’t underestimate how your tone of voice can uplift, deflate or alienate your audience.

I explore this topic further in this article, including why tone matters and offer one practical way to improve yours.

If this helped you think differently about communication, forward this newsletter to someone who leads, sells or explains complex ideas in tech.