Winston Weinberg

Yeah, I mean, there's a third one that now develops, which is these AI products are so powerful.

And I think over time, the ROI is so high that your ROI can become so massive that it's less of a hostage and it's maybe closer to how Palantir thinks about things.

In other words, the more value that you create for the customer, the higher you get paid.

And I think that more and more companies are going to start aligning to that.

And the reason why is, I'll do the law firm side and I'll do the in-house side.

For law firms, they bill by the hour.

And so a lot of people are like, how could you ever sell to them?

There's no way that this is going to work, right?

Two things might happen.

One, they might switch to fixed fees.

Well, now we're good to go and efficiency is really good.

I don't think it's gonna happen that fast.

The second thing that actually is happening, and we have so many law firm customers that have gained new business by building something custom in Harvey and saying, we'll do this M&A with this custom solution that we did in Harvey, and they win that deal over another law firm.

That's not a hostage.

That's this product that I'm paying maybe like a million dollars for a year just earned me a deal that's 20 million.

What is the ROI on that?

Incredible.

And on the in-house side, it's even clearer.

It's just if you save time, you're saving tons of money.

So I think that hostage thing can actually change to more like how Palantir thinks about it, which is I think the value of B2B SaaS is about to become astronomical.