Edward Kandel

But yes, and our bigger vision is actually...

as more and more AI companies move away from SaaS 1.0, you sign a contract, we're good to go, and it's actually speed to go live usage, and especially as everyone's features become commoditized, everyone's in a red ocean, unlike before.

actually will be that how do those correlate to the right companies actually going live on time and ramping usage.

And I think that is like a mindset shift we need to go through because AI has fundamentally changed the unit economics of how software is bought and sold and implemented.

That is going to be the board level discussion of the future rather than just like signature.

So that's also why attach rate has an issue because I think that will become less and less valuable to the top board level discussion.

I think 100%.

I think you're right.

There will be a lot of people who aren't 100%.

I am pretty sure nearly everyone will have hybrids pricing with overages or tokens.

And so, as you say, it may not be 100% of our revenue comes from usage.

Like, I don't know, a payments company today is a great example of that.

But there will be this part where it is a still direct impact on the P&L of a company if we don't go live on time.

Whereas today, workday, at least two years ago, they signed a contract.

If they don't go live for eight months, who cares?

Not directly asking anyone at work.

They don't know anyone at work, Dave, but just as an example.

Sorry to all the FCs at Workday.

We love you.

But yes.