Eric Siu explains why top AI companies are moving from selling software to selling outcomes. Copilot models like Salesforce make humans do the work. Autopilot models sell managed services that operate inside Slack and Teams, competing for services budgets instead of software budgets.
is autopilot versus copilot. And so copilot means like, it used to be that if you built like a Salesforce, for example, like a HubSpot, for example, the human would have to use the pilot. So they're your copilot, right? And then, you know, the client's team has to operate it. And what ends up happening is sure, SaaS, you might have 70, 80% margins, but you compete on the software budgets over here, right? Which you don't want to do 'cause you want to compete on the services budgets. So autopilot is we're selling outcomes, okay? So I don't care what business you're in, like it just, if you're selling outcomes, you're selling outputs, that's a little bit of a different story, right? And especially for us, we sell managed revenue agents that live inside of Slack and Microsoft Teams. And so this is good for us and this is going to expand because what we're finding is people need more and more. They don't need less, right?
