Winston Weinberg

I don't know how much you know about Microsoft Salesforce, but they started in the beginning and the vast majority of their sellers, it was pre-sales, right?

So spear fishermen, like you have tons of that, right?

Old school spear fishermen.

And they actually eventually migrated to a lot of what they have is post-sales.

Like a lot of their investment is actually in post-sales.

And the reason why is because their customers just, their NDR goes up, up, up, up, up, up.

They keep buying more things.

They buy more compute, et cetera.

And I think a lot of these enterprise companies should start thinking about their company that way in the sense of like, sure, there's some of a land grab right now, but really what's going to matter is if you are bullish on AI, you should be bullish on your product, the value of your product.

Like we are in day one of product development.

Like it's going to change astronomically.

And so it's more important than landing new customers and getting really high RR is can you retain those customers?

Because that customer that pays you a million today, there's a real world in which they pay you 100 million at some point.

I think Databricks is a company that's done an incredible job with this.

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.