Martin Casado

That's right.

Very few people are in the business of training their own models.

Most people, when they want to access their own data in their own systems of record, even if those systems of record are managed by vendors, they are using it for context.

They're using it in order to ask and answer questions about what's going on in their business.

I think people are worried that their systems that they've spent many years building will simply be less valuable in a world where their users are no longer humans, but they're agents.

I think they're worried that... But why isn't this just another seat?

This is positive because there's going to be more consumers of... So agents don't need as many individual identities.

When you have AI agents accessing systems, you really just need roles.

You don't need the same granularity of users.

You have many product managers, each will...

have their own identity in a system.

But if you have a product manager bot, you really might just have one role that it uses and it might have a single identity and yet do the work of hundreds or thousands of people.

So there's not an easy answer like that.

Furthermore, these companies have a history of having open APIs.

Open APIs are a good thing.

If these companies did not have open APIs, they would have been consigned to the dustbin of legacy SaaS decades ago.

I mean, this is a thing that happened in the 90s, right?

The evolution of open APIs.

And their customers have been using them and depending on them for decades.

And those same APIs are the primary target of AI agents.