46:37 this is all going in the next couple months? I won't even ask you to forecast out more than a year,
46:43 but what are we going to see coming soon? Listen, I think that we will see some jobs
46:54 get really affected in a negative way. I really think we do. I don't think it's the end of the
46:59 world. I do think particularly the very largest enterprises are looking for a lot of efficiency.
47:07 And there are certain roles where they're going to get hit hard, and that's going to suck. And
47:10 we're all going to have friends that get hit. My recommendation to everybody is like, just get into
47:16 this AI stuff. And if you have a period, and I've had lots of friends have periods of not being,
47:22 you know, in a role at a given time, use that time to just train, train, train, take a hobby,
47:29 take an interest, whatever it is, your softball team, your church, anything, and use these frontier
47:35 models to get super deep. And that is the way to feed your family long term, 100%. Like I think
47:42 we're all going to be okay, but we're going to have to rescale a bit. That said, you know, and go to
47:48 market, we will see reps basically doing a lot more business straight up. And Mark Roberge is
47:58 out there, you know, I'm sure you know Mark well. He's doing a very clever thing talking about the
48:05 number of active opportunities being worked by a rep going up by, you know, could be 30% at a
48:11 company could be 60% at another company. And that, you know, you don't have to squint too,
48:17 too much to see that that turns into higher OTEs, you know, I think OTEs for sales reps are going
48:23 to double. My finance plan has OTE doubling over 24 months here. So, you know, these reps,
48:32 they come in, they make 200k, they're going to make 400k, even at the same level, just through
48:38 the efficiency through not having to waste their time doing stuff, you know, they don't need to be
48:41 doing these inside sales reps, if they're doing two quality calls a day, you know, 2.5 or something
48:46 like that. They're happy to do four. They're happy to do four. And the company is happy to pay them
48:53 the OTE to close twice as much business. Sales management, you know, I'm in the territory of
49:00 what is starting to be consensus forecast. Sales managers will go from seven direct reports to
49:09 twice that. That'll be really interesting. Sales managers have a tough job. A lot of them are new
49:15 to management. That's one area where I think we internally want to be locking arms with them and
49:21 thinking what we can do to help their careers, give them lenses, tools, content, you know,
49:26 encouragement. I think some of those folks are, you know, going to hit a tough patch. Some of them
49:36 will just be given a lot more work. The ones who really embrace this stuff, I think, will have a
49:42 great quality of life and make a bunch more money. Beyond that, I think that we'll see roles start to
49:48 merge. I see a senior seller, for example, starting to do a lot more marketing as we specialize.
50:00 What do I want as a buyer? I want to, you know, ask a question about whatever it is that I'm
50:06 interested in. I want to get a great answer from Claude or Chachi B.T. or Perplexity. You know, go
50:12 to some citation. See a great offer or piece of content with somebody's name and face on it as
50:20 the author. And then when I talk to that company, I want to talk to that person. And I want to work
50:27 with that person the whole time I work with that company. I mean, this is like, if you're Coca-Cola,
50:31 this is what life is like as a buyer. We've always, in SMB mid-market scale-ups, always wanted that
50:38 to be the buyer experience. I think that becomes the buyer experience. We get specialized in sales
50:44 and we start doing a lot of the customer marketing, the case study stuff, the testimonial stuff,
50:50 because why not? You're a rep, you have a book of business. Now maybe you know this type of company
50:56 within that book of business. That's your whole job. You can make a landing page, dude. You can
51:00 make an ebook. You can do a webinar. That's no problem. And as a buyer, oh, it's wonderful.
51:07 I think those people become indispensable for any company. That's a really interesting take.
51:13 And I haven't heard that one yet. And it's one that, you know, as a business, we've leaned very,
51:21 very heavily into content. A lot of companies have, especially your alma mater HubSpot. We just had the
51:27 VP of media on the podcast a couple of weeks ago. And it's an unbelievably powerful tool that also
51:36 feeds the LLMs so well. And I think you're right. And the best sellers
51:44 do already have a personal brand and they bring that personal brand between companies. They start
51:49 to concentrate in a particular industry or on a particular type of solution. So I think the
51:55 evolution of sellers going into marketing makes a ton of sense. And now I think before they were
52:02 just held back by sheer bandwidth. Oh, well, who's going to design my webpage and who's going to edit
52:10 what I write and who's going to come up with ideas for my posts or whatever it is.
52:15 Now they can have an entire marketing agency underneath them that could power the entire process.
52:23 A hundred percent. I mean, just the amount and the way in which I'm in touch with our customers,
52:32 it's just so much more scalable than it used to be. You know, it's easier for them to write me
52:38 with a question they have. It's easier for me to respond to them with, you know, documentation,
52:45 let's say, or something, you know, it's just a wonderful interaction now. I mean, somebody that,
52:50 you know, I talked to in the sales process six months ago, nine months ago, I got an email from
52:54 from a guy over the weekend and he said, oh, we're trying to do this thing with, you know, the API.
53:00 And, you know, we're have a question about how to do the auth. And I go to just take this GitHub link
53:08 and just tell cloud code about it. And he writes me back. He's like, okay, wow.
53:14 But, you know, and so he and I just get to have this wonderful touchpoint. It's like, by the way,
53:19 how you been? You know what I mean? We have like cloud code and codecs and all this stuff. Like,
53:25 I ran into that question one time. I created, you know, resources, example apps, all of this kind
53:33 of stuff. And all I ever have to do if somebody asked me a similar question is go, hey, just tell
53:38 cloud code to go look here. And any question it could possibly have on the topic, it's going to
53:43 find reference examples, solve the thing. And now this other human and I, we get to talk about our
53:48 kids. We get to talk about that trip he took to Europe. You know what I mean? Work is getting
53:53 really fun, I will say. It's getting really fun that we're focused on the creative side 100% of
54:00 the time. Yeah, I agree. And I think it's tough unless you've really unlocked certain things. But
54:07 I think about running lean scale as an agency, some of the things that I would have to do,
54:13 I'd have to have tons of one on ones where they're just regurgitating information back to me.
54:19 We would spend hours handwriting documentation after a meeting. So we've become I would,
54:29 it's fair to say we're at least twice as productive now. And all of those things that used to take so
54:35 much time, or if I wanted to model out some type of thing, I would open up Google sheets and I'd
54:40 manually type in everything or download data and try to like dedupe it, restructure it for myself.
54:46 Now I can just connect the MCPs and get things running. I agree. I get to do more fun work. I
54:53 can do more podcasts. I can do, I could create more content. I can spend time ideating with the team.
55:02 Also another thing that's just opened up, like let's just hop on a meeting. It's going to get
55:05 recorded. Even you mentioned this earlier in the conversation, when we have off-sites,
55:11 we can spend more of it just doing fun stuff together and just getting to know each other
55:15 as humans. And then when we're having meetings, just throw a recorder in the middle and then
55:19 just talk. We don't have to worry about, no one has to describe it, no one has to take notes,
55:22 no one has to be worried about anything. Just let the ideas free flow and then we'll get it
55:26 all structured later. It's made my work day way more enjoyable. I think you bring up a very
55:35 very important image of the before and after that had not occurred to me.
55:44 If one were to listen to the hallway conversations or see the internal slacks and email threads,
55:55 here, I will say here because it's what I know because I work here and we're very far down this
56:00 path ourselves. One would very quickly notice the density of the questions, answers, the
56:13 very very high value information exchange. I don't have to take 90 minutes with the head of sales
56:24 to see a PowerPoint presentation of here's how the reps are doing and here's the thing
56:29 and here's the thing. I know all of it. I know all of it, Anthony. Somebody puts a meeting on
56:37 the calendar. When you and I first met, Sam didn't have to grab me and be like, "Let me explain who
56:43 Anthony is." I know who you are. I know your relationship with him and this other person and
56:50 this other person. I've gone and checked this stuff out. I know all of that. I don't need to
56:57 be given a PowerPoint presentation. I'm pointed to one very key question about here's a rep who
57:08 had a deal and that deal didn't go our way. Now, you could make the case that he ought to have
57:16 positioned it this way as opposed to that way. I go, "Oh, well, that's interesting to me as a CEO.
57:22 That's extremely interesting." I dive in. I'm watching clips. I learn everything about this
57:29 one deal. I spend maybe 10 minutes. I know everything about this deal in 10 minutes
57:35 and then I draft up an email with my agent to the head of sales and I say, "Should we talk about
57:41 this? Is there a debate to be had here? Is this a simple matter of coaching? What's going on with
57:46 this one?" I get back minutes later an equally dense and high-value explanation of the entire
57:56 topic of whether to position it this way or that way. What's hard about it? This type of prospect,
58:02 our overall go-to-market, everything, dude, everything. It's just like unbelievably good and
58:07 I read it and I'm like, "Ha." Then I go back and with that new lens from a colleague, I look at it
58:14 again and I write her back and I go, "You're completely correct." I won't say you're absolutely
58:22 right, but I'm like, "I completely agree with you. Thank you." That whole interaction was
58:31 so much less stressful and so much higher density for everybody involved than it ever would have
58:38 been. We can spec out entire modules of software we want to build just sitting around the couches
58:46 with marketing, engineering, sales, just talking about it. We've done this entity three or four
58:52 hours and then you take the recording of that and you start to shape that into the very detailed
59:00 picture of what you want to build. Once you have that, coding is like ironing that on the code base,
59:06 like a sticker. You know what I mean? That part's easy, free. I'm enjoying work and people here
59:14 often say, like our head of product is famous for saying, "I'm never working again without
59:20 working this way." No, you get to do the most enjoyable things. You get to connect with people,
59:26 share ideas, you get to talk, you have conversation, you can make it enjoyable, grab coffee together
59:30 and just make sure it's recorded and then dump everything in and you get higher value outputs.