Nathaniel Whittemore

And the usage of your software is constrained by how much people can do in a given day.

This means that your technology is often vastly underutilized relative to what it can actually power for the customer.

Enter agents.

Agents can work 24-7, run in parallel, and string together work across systems.

This is a big deal because now the agent can do far more than people ever could with these tools.

Instead of reviewing contracts one by one, the agent will review all of them.

Instead of manually moving data between marketing systems and across campaigns, the agent will let you run 10x more of them.

Instead of being rate limited in a client onboarding process by human steps, agents accelerate these.

And here's the key point that Aaron makes that people are just starting to discuss now.

Agents, he writes, end up using these underlying platforms far more than people ever did, which opens up use cases that the platform couldn't go after before.

Now, not every software market has the same amount of positive sum use cases between people and agents, but I'd argue that a significant portion of systems of record, for instance, can be used far more than they are today.

Your Salesforce data can be leveraged 100x more to do vastly more customer targeting and sales automation.

Your documents can be turned into structured data and analyzed for insights and knowledge to automate other workflows, and so on.

Now, of course, you have to find a way to make this all commercially attractive, but it's not hard to picture the revenue from API and agent consumption on these platforms becoming a rich component of revenue streams over time.

Seats for the people, consumption for the agents.

Lots of upside here for the companies that embrace this trend.

Now, many others jumped on the business model implications here.

Vibe marketer JB writes, Salesforce going headless is bigger than people realize.

Software has been priced per seat for decades.

The entire business model assumes a person logs in, clicks around and gets value from a dashboard.