OpenAI vs Anthropic: Memo reveals strategy to lock in users and expand enterprise AI business

While acknowledging Anthropic's early traction in coding-focused AI, she argued that long-term success would depend on offering a broader platform rather than a single product.

OpenAI is sharpening its focus on enterprise customers and platform integration as competition in the artificial intelligence market intensifies, according to an internal memo from chief revenue officer Denise Dresser.

In the note to employees, Dresser emphasised the need to "lock in" users by expanding adoption across multiple products, arguing that deeper integration would make it harder for customers to switch between competing AI models.

The strategy marks a shift toward positioning OpenAI as a unified platform rather than a collection of standalone products. The company is prioritising enterprise clients and large-scale deployments, moving away from what it described as non-core initiatives to concentrate on its main revenue drivers.

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Dresser highlighted growing demand from businesses for AI systems that can integrate into workflows, handle complex tasks and scale reliably. She noted that enterprise adoption is evolving beyond raw model performance, with customers increasingly focused on usability, trust and long-term deployment.

The memo outlined key priorities, including strengthening core AI models for workplace use, building out an agent-based platform, and improving deployment capabilities. OpenAI is also looking to expand its reach through partnerships, including deeper integration with cloud platforms to better serve enterprise clients.

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A central theme in the strategy is encouraging customers to use multiple OpenAI products, from chat-based tools to developer APIs and agent platforms, creating a broader ecosystem that increases switching costs.

Dresser also addressed intensifying competition, particularly with rival Anthropic, describing the market as highly competitive and rapidly evolving. While acknowledging Anthropic's early traction in coding-focused AI, she argued that long-term success would depend on offering a broader platform rather than a single product.

The memo further criticised Anthropic's business approach, including its infrastructure strategy and revenue reporting, while positioning OpenAI's own model as more scalable and accessible.

The developments come as both OpenAI and Anthropic are reportedly preparing for potential public listings, adding further pressure to demonstrate growth and market leadership.

OpenAI has increasingly framed its approach as building "democratic AI" with wider access, contrasting it with more restricted enterprise-focused models offered by competitors.