Andreas Welsch

So outcome-based pricing to me is a big opportunity now that we can delegate more to AI, that there's more automation, that there's more autonomy and overall more intelligence in the process.

Yeah, and from a vendor point of view, right, if this idea holds true that there might be fewer people interacting with the system because you can automate more or not everybody needs to have a license or a user for a specific tool, then how do you monetize it?

How do you, at a minimum, make the same revenue or even better, increase it?

And again, that's where I think something like outcome-based

can be a fair model and something that can propel software vendors into the next era.

Absolutely.

Right.

Ideally, that helps reduce the amount of shelfware products that somebody has bought, but they're not using it or they're not using them yet or not using as much as they've paid for.

So you only pay for what you use.

And to your point, from a vendor perspective, you need to make sure that your products work really, really well and ideally outperform the competition so that your customers stay with you or first of all, come to you.

Exactly.

You know, we've been there before in the industry and it used to be called business process outsourcing.

So in a similar model, I envision that we're going to see this as well.

So we're back at productivity.

I would say don't just look at productivity.

Let me answer it this way.

I would say look at what are your macro level KPIs.

Where do we want to be three years from now?

How do we measure that?

Is it more revenue?