Steve Hsu

You know how to manage people.

You know how to deal with, you know, contractors in the Philippines or in India.

There's a bunch of like specialized knowledge that you've built up over the years.

Okay.

Okay.

Some crazy professor, startup founder guy comes to you and says, oh, you see this little black box?

This little black box, which isn't even really here, it's in the cloud, is going to replace all of those people that your core competency is managing and provisioning those people.

My little box is going to handle...

that for you.

My little cloud thing, let me just give you a cryptographic key and then you can hook your system.

Most of these people are incredibly threatened by that because they think ahead one year and they say, what do they need me for?

They need me to manage the now reduced by an order of magnitude set of people who just handle the edge cases.

And this young whippersnapper guy, his thing is now the whole thing I used to manage.

One guy who's a friend of mine who owns the entire

CX function for a very well-known entity, sort of similar to DoorDash or Uber Eats or what's the one you guys have, Deliveroo?

So this guy owns the whole CX function for a company like the ones I just mentioned.

And he told me most of these guys you're going to deal with in my space are

are gonna pretend they're interested in installing your system.

They're gonna try to learn from you as much as possible, but they're dragging their heels.

They actually don't want to install it for the reasons I just, the incentives, because of the incentives that I just described to you.