Rory Sutherland

But it's just interesting that we jump around.

The three things we said are, we don't believe SMB can support a separate product in the sense of the agent needs to be integrated with the CRM.

Second thing you said was, we totally have proof that agents can deliver huge value because Jason Lancombe,

SMB owner in San Francisco is making millions of dollars from his AI agent.

Therefore, an existing SaaS company that has tens and hundreds of thousands of SMB customers should just get its ass in gear, make an agent, and go deliver that value.

I agree.

And then the next thing I want to say, and by the way, the reason I'm making this up as I go along is this was just not on the agenda.

So I just came off a board meeting.

I had no preparation on this, but we'll keep going.

The soundbite that we had, someone gave it a while ago, which is every one of these markets, it's a race between the incumbents who have distribution needing to add product and the new guys who have product need to add distribution.

And if you think about it, I've got to take Monday, HubSpot, and then, say, Salesforce.

If you think of if the incumbent is the guy who has the distribution, it boils down to how long does that last?

The stickier the existing product, the more time you have to cover the gaps.

which is why I think many of the accounting products will get a long time to push on it.

Something like a Monday, which is task management at some level, strike me as the kind of thing where the more of the knowledge worker tasky that's not system of record, that's not ultimately rolling up to an accounting system of record, because even though Salesforce is not an accounting system,

It is the core information for most companies, P&L, because it's where the contracts sit and roll up.

The less you are like that, a system of record, and the more you are some kind of system of work, the more likely you are to be disrupted, and the less time you have to get shipped up.

I think those products are probably a lot less.

And then obviously, SMB is just inherently less sticky, to your point, than enterprise.

But again, to your point, Shopify, even though it's SMB, the natural churn, there's nothing you can do about.