Edward Kandel

I think it's a bit of a rallying call.

Like, I think our functions...

the center of mass and value and software is moving into our space.

Like, if you look at everything before, it was always just like, hey, put a bunch of leads in the top of the funnel.

Whatever kind of happens, the waterfall down, enough will sound, we'll be good.

But I think that is fundamentally changing.

And so the questions of, should we go after this?

How do we go after this?

And how do we get it live?

Will be almost the most important questions, I think, for any company.

In a few years, it will almost be crazy looking back at what we have been.

So I think there's this opportunity for solutions and delivery and pre-sales to have that pivotal...

role in a company, which in a lot of payments companies is an example already does today.

But I think it's also like we need to step up and take that.

And again, we are partly held back by the fact that like a lot of our data doesn't exist today, but it is one ensuring that we are advocating for ourselves to be those leaders, but also experimenting with what's coming up.

Be experimenting with all the new tools.

You need to be trying out code co-work.

You need to be going, what parts of my role are going to be automated?

What technical skills where I could write Python before?

Hey, this may not be so valuable because everyone can do it, but maybe actually it's the focus on how I'm building trust with someone, value selling when everyone's got different features.