Matt Serna

And this is why we really believe that the entire system of record that you use to manage your business has to change in order to realize the benefits of AI.

In terms of how I explain the difference, I'm actually a believer of show, not tell.

And recently, one thing we've been doing is we actually set up an environment for the people we're talking to to experience the power of Lightfield prior to ever entering into a financial engagement with us.

Agents are so powerful now that they actually very quickly set up an environment and move data over from a legacy CRM.

And that's really given, you know, transformed our go-to-market so that it's, I'm not in the business trying to convince people why we're a better product.

I'm in the business of giving people our product to touch and feel and play with to see that difference and experience it directly for themselves.

That's awesome.

Yeah.

Well, I think five years is probably a longer time horizon than that I can forecast.

If you think back to five years from now, 2021, the world was a very different place.

And I'm sure the world will be a very different place five years from now.

What I can say is I don't think in the five year time horizon, I think it right now.

Every business is up for grabs and the companies that are able to leverage AI and

to scale are going to out-compete those that are not.

I believe it's the single most important thing that a company can invest in.

And the reason why is because if you actually break down, you asked about boundaries between human and machine, if you break down the actual tasks that a sales professional engages in in their day-to-day, I would venture to guess that over 70% of them are tasks that can be completed by AI.

Researching, prospecting, summarizing, updating records, following up, drafting proposals, drafting RFPs.

These are all things that agents can do better than humans instantly.

And the businesses that realize this are gonna be able to scale much more quickly because it's much easier to scale agents than to go and hire the people that you need to grow your business.

And so I believe that we are very quickly moving towards a world where the way in which companies go to market changes, where the majority of work done that is customer facing at a company will be done by agents, not humans.