Edward Kandel

Yeah, it's a bit of a rallying call of like, this is an amazing time to be in solutions.

I think unfortunately we will see job losses, especially on the junior side, and I think you're already seeing that.

So it is like a rallying call of like, let's take this opportunity, but it is not one where you can sit and let the opportunity come to you.

Like there is going to be a shift in the skills that solutions teams need.

Um, so it is both a really big opportunity, but there are also like just concerns I have, um, you know, running a community of people, right.

Who we really value.

So yeah, more than anything, it's a, it's a rallying call we do within co-form often of like, let's move towards this, but let's like, let's also not get left behind as individuals as well.

And I,

Actually, it's like, I think there will be some SEUs who aren't customer facing, but I think there will be almost like a context engineering role for SEUs where they are actually managing maybe on mid-market SMB of like the role of that herd knowledge in their heads, but actually maybe they aren't engaging with customers and their role is managing these agents.

Then as you go higher up the stack, you know, for at least a period, I think it will still be high trust and

actually where we see value accruing is less today.

It's almost like, if I was to boil it down, what are the features that could help us win the sale?

Obviously, there's value selling.

But as an engineering resource used to be finite, and now it feels like it's far more democratized,

the ability for companies to have the same features or very similar features.

So it's like, great, well, how will customers choose?

Well, I've got 10 CRMs who all do exactly the same thing or 10 outbound.

How will I choose?

And I think a lot of it will actually go to trust around deployment and go lives because then the question moves to who do I believe...

will actually get this live for me.