Winston Weinberg

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.

And if you can figure out how to align your product to that ROI, it's not a hostage.

You're just completely aligned with your customer.

Yeah, I think that that's not, at least in our vertical, what I've seen.

I think there are a lot of areas where we are going to start moving to consumption-based pricing.

At least for us, for our customer base, that would be completely fine with them.

Already seeing it happen.