The Pulse: May 1, 2026
The market sends mixed signals on AI investment, buyer indecision rises, and geopolitical shifts add to cost volatility.
What's happening in the world, how it affects your pipeline and your customers, and what to do about it before your first meeting.
$125 billion and $145 billion
Meta raised its full-year capital expenditure outlook to between $125 billion and $145 billion, significantly higher than analysts' estimates, indicating continued heavy investment in AI .
Dow rallies 700 points, S&P 500 hits new high as strong Alphabet, Caterpillar earnings overshadow Iran worries: Live updates
The stock market saw significant gains with the Dow rallying 700 points and the S&P 500 reaching new highs, driven by strong earnings reports from companies like Alphabet and Caterpillar. This positive market movement occurred despite ongoing geopolitical concerns, indicating investor confidence in corporate performance. For B2B teams, this suggests a potentially more favorable economic climate for deal-making, especially with companies reporting robust earnings.
AI boom: Big Tech capital expenditures now seen topping $1 trillion in 2027
The AI boom is driving unprecedented capital expenditures, with Big Tech's spending projected to exceed $1 trillion by 2027. This massive investment underscores the strategic importance of AI for major technology players and signals a sustained period of growth for companies providing AI infrastructure, solutions, and related services. B2B vendors in this space should anticipate continued high demand and opportunities.
Meta Stock Loses $175 Billion After AI Expense Estimate Shakes Shareholders
Meta's stock experienced a significant drop, losing $175 billion, after the company raised its AI expense estimates, unsettling shareholders. This reaction highlights the market's sensitivity to the high costs associated with AI development and deployment, even as companies like Meta commit heavily to the technology. B2B teams selling into large tech companies need to be aware of the intense scrutiny on AI ROI and capital efficiency.
VML Launches REWIRE '26, New Report Identifying the Forces Reshaping B2B Growth.
A new report, REWIRE '26, identifies buyer indecision as the biggest threat to B2B growth, surpassing competition, driven by expanding buying networks, increased risk sensitivity, and the impact of AI. Nearly two-thirds of B2B buyers now use generative AI as much as or more than traditional search for discovery and evaluation, compressing the buying journey. This fundamentally shifts how B2B sales and marketing must engage with prospects.
UAE Exits OPEC and OPEC+
The UAE officially withdrew from OPEC and OPEC+ on May 1, 2026, a move that could introduce more volatility into global oil markets. This decision reflects the UAE's strategy to independently expand its energy capacity and pursue long-term economic goals. B2B companies reliant on stable energy prices or with complex supply chains should monitor this development closely for potential cost impacts and supply disruptions.
Where this number comes from
The stat above ($125 billion and $145 billion) is drawn from Story 3 above. Meta raised its full-year capital expenditure outlook to between $125 billion and $145 billion, significantly higher than analysts' estimates, indicating continued heavy investment in AI .
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Get expert helpThe market is sending mixed signals: strong earnings and record highs in some sectors, yet a massive correction for Meta due to AI investment costs. This tension between AI's promise and its price tag is creating buyer indecision, which a new report confirms is the biggest threat to B2B growth. Your buyers are calculating risk and ROI more intensely than ever, especially with geopolitical shifts adding to cost volatility.
Your buyers are navigating a market with both high growth and high uncertainty. Your conversations need to address their dual concerns about investment and risk.
For prospects in the tech sector, reference Meta's stock drop after its AI expense estimates [3]. Ask how their organization is balancing aggressive AI investment with shareholder expectations for ROI.
Buyers are under pressure to justify large AI expenditures and will be sensitive to the financial implications of these investments.
When engaging with any B2B buyer, open with the finding that buyer indecision is the biggest threat to B2B growth [4]. Frame your solution as a clear path to decision and measurable outcomes.
Buyers are risk-averse and need confidence that your solution will deliver tangible value without adding unnecessary complexity or internal friction.
For prospects in industries sensitive to energy costs, mention the UAE's exit from OPEC [5]. Ask how they are stress-testing their operational budgets against potential oil market volatility.
Customers are calculating the impact of external factors on their P&L and need solutions that offer stability or cost mitigation.
Buyer decision-making is shifting dramatically, with AI playing a central role in discovery. Your messaging needs to cut through indecision and speak directly to quantifiable value.
Develop content (e.g., a short video series or interactive guide) that directly addresses buyer indecision, offering clear frameworks for evaluating solutions and demonstrating rapid time-to-value, referencing the REWIRE '26 report [4].
Buyers are overwhelmed and risk-averse; they need clear, concise information that helps them make confident decisions quickly.
Create specific thought leadership around 'AI ROI and Capital Efficiency' for B2B solutions, explicitly addressing the concerns highlighted by Meta's stock drop [3]. Position your product as a smart, cost-effective AI investment.
Buyers are scrutinizing AI investments more closely and need proof that your solution delivers measurable returns without excessive capital expenditure.
Optimize your content for generative AI search. This means focusing on clear, direct answers to common buyer questions, using precise keywords, and ensuring your value proposition is easily digestible by AI models used in the discovery phase [4].
Nearly two-thirds of B2B buyers use generative AI for discovery; your content must be AI-native to be found and evaluated effectively.
Existing customers are also feeling the pressure of economic shifts and AI investment scrutiny. Proactive engagement can mitigate churn and uncover expansion opportunities.
For customers heavily invested in AI, schedule a check-in to discuss their internal ROI metrics and how your solution contributes to their overall AI capital efficiency, acknowledging the market's reaction to Meta's AI spending [3].
Customers are under pressure to demonstrate the value of their AI investments and need partners who can help them articulate that success.
Conduct a 'Value Realization Workshop' for key accounts, focusing on how your product helps them overcome internal indecision and achieve clear business outcomes, leveraging insights from the REWIRE '26 report [4].
Customers are facing internal indecision and need external validation and support to ensure they are maximizing the value from their existing technology stack.
For customers in manufacturing, logistics, or transportation, initiate a conversation about their energy cost mitigation strategies, referencing the UAE's OPEC exit [5]. Position your solution as a tool for operational efficiency and cost control.
Customers are calculating the impact of external market volatility on their operational costs and need solutions that can help them achieve greater stability.
The market is rewarding clear value while punishing unproven AI investments. Your GTM strategy must address buyer indecision head-on and demonstrate tangible ROI.
Review your product's value proposition and messaging to explicitly address buyer indecision, as identified by the REWIRE '26 report [4]. Ensure your teams are equipped with clear, concise narratives that build confidence and reduce perceived risk.
Buyer indecision is the primary threat to growth; a clear, confident GTM message is essential to overcome this barrier and accelerate pipeline.
Evaluate your AI GTM Tools Database for solutions that help sales and marketing teams provide more credible, proof-based experiences to buyers, given the heightened scrutiny on AI ROI [3,4].
The market is demanding quantifiable ROI for AI investments, and your GTM teams need tools to deliver compelling evidence and reduce buyer skepticism.
Re-evaluate your forecasting models using the Forecast Health Check tool, incorporating new variables for market volatility stemming from geopolitical shifts like the UAE's OPEC exit [5].
External market factors are introducing new levels of uncertainty, requiring more robust and adaptable forecasting to maintain accuracy and strategic planning.
Invest in sales enablement training focused on 'Navigating AI Investment Scrutiny' and 'Overcoming Buyer Indecision,' drawing on insights from Meta's market reaction and the REWIRE '26 report [3,4].
Your sales teams need specific strategies and talking points to address the new challenges of AI investment justification and pervasive buyer indecision.
"There's a new report out that says buyer indecision is now the biggest threat to B2B growth, even more than competition. How are you seeing that play out in your own organization, and what are you doing to make decisions faster?"
Use this in your next executive-level discovery call or strategic account review.
Based on today's stories, these are worth your time:
This week brings a lot of economic complexity, from market highs to significant tech stock drops and geopolitical energy shifts. It's a reminder that our teams are navigating constant change. Take a moment to check in with your people, acknowledge the pressures, and ensure they feel supported as they help customers make sense of this environment.
Keep an eye on any further market reactions to Big Tech's AI spending plans, especially how it impacts investor sentiment. Also, watch for any developments regarding global oil prices following the UAE's OPEC exit, as this could quickly ripple through supply chains and operational costs.
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From the expert network
Fractional VP Customer Success / Post-Sales Transformation · Customer Success & Retention
Vetted GTM Expert · 17+ years
Transforms post-sales teams in B2B tech startups from seed to Series C. Has sustained 127–147% NRR across three years and reduced onboarding from 1.5 weeks to 1.5 days. Builds CS functions from scratch, then enables teams to sustain independently.