Edward Kandel

And so I think the role of how do we bring in delivery, how do we build trust in a post-trust age becomes more important.

And again, this is why we all believe there is this big opportunity for solutioners to go from being the unloved child of SaaS to being the center of how software is bought and sold.

But again, there is this shift that is going to happen nonetheless as we get there.

And the other interesting question I've had with some community members is, will the A and S role merge in maybe some spaces where it's less technical?

And there's an interesting question where it feels like, especially for less technical or customizable products, people who traditionally didn't have the knowledge to be able to solution or answer questions will have that knowledge enabled to them.

But then the question is, has that been the role of the solution engineer to answer questions?

Or actually, is it important to have two different personas who are looking at things from different perspectives?

Yes.

One, we are building trust because this person goes, well, I know you're trying to push this through, but I know you're trying to make sure that I actually have something that works.

But also internally to go, you know, we all know A's who've been late quarter being like, yeah, it's a good deal.

Let's push it through.

Let's push it through.

And the SE is there to go, I don't know about that.

And so actually, do you need two personas?

Is that two agents who are set up in different ways?

But it's just like when you break it down to like an incentive approach,

structure, like what will change or what not is really interesting.

And obviously we will see, but it is something we're thinking about, like what will merge, what will consolidate, why, what is driving that?

And anyway, lots of interesting discussions we have with Encoform on that.

Yeah, 100% big fans of what you're all doing.