Harry Stebbings

So you could literally measure value and deliver value

So you could literally measure value and deliver value

And it forced the company to be very close to the customer.

And it forced the company to be very close to the customer.

And I think if you step out, I think the whole history of software has been ever increasing alignment with the end customer need.

And I think if you step out, I think the whole history of software has been ever increasing alignment with the end customer need.

If you step back 20 years in kind of client server software, you literally,

If you step back 20 years in kind of client server software, you literally,

You gave the customer a license key and they gave you a million dollars and you didn't even care if they deployed it.

You gave the customer a license key and they gave you a million dollars and you didn't even care if they deployed it.

And then SaaS came along and you gave the customer $100 a month per seat.

And then SaaS came along and you gave the customer $100 a month per seat.

And then you had to care if they deployed it because if they didn't deploy it, they didn't pay you.

And then you had to care if they deployed it because if they didn't deploy it, they didn't pay you.

So it pushed you closer to the customer.

So it pushed you closer to the customer.

And the next generation, which is where AI has taken us and where a lot of these SaaS companies haven't gone, is don't just deploy the damn seats.

And the next generation, which is where AI has taken us and where a lot of these SaaS companies haven't gone, is don't just deploy the damn seats.

I want the business outcome of resolutions of customer requests.

I want the business outcome of resolutions of customer requests.