From Seats to Outcomes—The Economics of Agentic Software

Julia Nimchinski:

We’re alive! Welcome back to day two of the Agentic Harness Summit. Today, we continue to explore how companies are moving from Agentic Harnesses, from business processes to Agentic Harnesses, and we’ve got another exceptional lineup. Today with CXOs, founders, VCs, and analysts, and we couldn’t be more excited to start the day with Manny Medina and Hyun Park. Back at the show, how are you doing? What’s new?

Manny Medina:

I’m excited to be in the most AI-pilled show of the year. Like, your show just keeps getting better and better.

Julia Nimchinski:

Thank you. Means a lot. How are you doing, Hyun?

Hyoun Park:

Oh, doing great, and it is so great to be on the most cutting-edge place on the internet. This is the summit to be at.

Manny Medina:

100%.

Julia Nimchinski:

Take it away, let’s do it.

Manny Medina:

Awesome. Hyun, thanks for sending me those, those, those, those questions. It’s a lot to think about. Where do you want to start?

Hyoun Park:

Such a pleasure. So, let’s just start with a couple quick introductions, you know, just a few seconds. My name’s Hyun Park, I’m the VP of Telecom and Mobility at a company called Calero, so we manage the fundamental costs around telecom and connectivity. And, Imani, why don’t you introduce yourself as well?

Manny Medina:

Yeah, hi, I’m Manny Medina. I, I started a… co-founded a company called Paid. We do AI agent monetization, which means it’s all the infrastructure you need to meter, rate. have credits and get paid for building agents. Before that, I co-founded a company called Outreach that is also in the sales, sales tech space, and excited to be here talking agents, talking about the future.

Hyoun Park:

Yeah, I’m really excited to be talking to you, because you are answering one of the most fundamental questions everybody has about AI right now. How do I make money from AI? There are literally billions of dollars being spent on this problem right now, and you’re actually helping to solve this.

Manny Medina:

100%, we’re in the middle of the storm.

Hyoun Park:

Yes, so, like, before we get started, like, let’s just… let’s just make a couple of definitions here. So, like, what makes AI an agent? Everybody says they want to be Agentic, and they want to make these AI products, but what actually… gets you from just doing plain AI to something that is an agent, something that is a product.

Manny Medina:

You know, I’ve been thinking about this question a lot, because I get asked, you know, I get asked this question about every 6 months, and so probably so do you. And what makes it hard to answer is that our answers are usually based on the current state of the technology. And what you can do with the current set of technology. So you can backwards define what’s out there that could be called an agent and what could not be called an agent. And what… and what, and what happened just recently with Astra, and before then with Fable, is that… is that we were given two completely new model types.

That are so far ahead of whatever came before. that our prior definitions of agents just don’t work anymore. You see what I mean? Like, if you look at Fable, for instance, like, Fable… Fable was post-trained on task completion, not on work completion, but in full task completion. So, Fable has… way more tenacity and autonomy than anything that we have seen before, to the point that if you don’t give him, you know, strong hardnesses and tell him what not to do, he will go into hack into websites and do whatever it takes to actually find you what it needs to do.

You see what I mean? And even, you know, Aster just came out, and everybody’s just starting to play with it. Astro challenges your thinking, even. You see what I mean? Like, it’s not even, like, you know, you’re asking them to go do a task and perform a task that is unknown. Astro may come back and, like, redefine the task in a different way that you haven’t even thought about. So, like, it has this potential of pushing back and working with you in a way that wasn’t possible before. So.

This is why it’s so hard to define what Agentic behavior is, but… but we can… what I can tell you is that I… now that we’ve seen the direction of travel, right, that we’re… where we’ve seen that agents were gone… good at doing very deterministic tasks, you know, you know, resolve a ticket. Or, you know, fetch me this information, create this artifact based on this information. Like, those were really, you know, bound, and had beginning, end, and outcome. And now we’re moving towards this direction in which almost every company we work with is shipping some kind of, like, co-working experience where natural language is the way that you express yourself, and the agent can either perform a task, or be your thought partner on something, or be left to its own to actually mimic a chief of staff, for instance.

And all those things are within the Agentic behavior, you see what I mean? So, like, I don’t know if it’s an autonomy measure, I don’t know if it’s a, you know, tenacity measure, I don’t know if it’s an intelligence measure, but I think we’re kind of, like, far gone to define what an agent actually is. It’s kind of, like, a little bit like… I guess it’s like porn, if you… you know it when you see it, you know?

Hyoun Park:

Yeah. So, I’ll go in the autonomy direction, not the porn direction, but I do find that very interesting, that Agentic maturity is changing quickly. That’s my big takeaway, like, we’ve gone quickly from autonomy to tenacity to outcomes to, like, this superhuman capability that now requires governance and really human-level judgment to go along with it. We’ve really gone very quickly from, just kind of process automation to real co-working just in a couple of years. And this continues to mature, so I think that’s just an important point right there. Agents, are being redefined in capacity every, call it 3 to 6 months.

It’s happening really fast now.

Manny Medina:

Yeah, and I think because it’s still black boxy, exactly how it behaves, like, if you look at what we have to do to make him useful. we have to work around them to make them useful, right? So we have to, like, create these hardnesses that sort of tells them what to do, what to touch, what not to touch, who has permission, etc, to, like, you know, holding them back from actually, you know, veering off in the wrong direction. We also have to tell them where to keep memory. You see what I mean?

Because they’re so fast, you know, evolving that they start forgetting, you know, the stuff that happened in the past, and you need to, like, purposely, you know, put stuff away to make sure that they continue to have the context of what was the original thing you asked them to do. So… interesting thing is that we… because they’re black, so black boxy, by design, like, we have to work around them to get the right behavior that we want, right? So maybe that’s the definition of agents, is that you get the… you have artifacts to get the right behavior that you want, because if you don’t, then I don’t know what you have.

You have a bunch of raw intelligence, or just, like, you know, a deterministic workflow.

Hyoun Park:

Yeah. So, now that we have an idea of what agents are and what they’re becoming.

Manny Medina:

Yeah, yeah.

Hyoun Park:

who’s pulling the trigger on, like, buying agents today? Like, who are the people who are, you know, what does this marketplace look like when people are bringing these agents to market, and then, you know, who’s selling them, who’s buying them?

Manny Medina:

Yeah, yeah, this is a great question, and I’m curious to hear your answer, because you, A, you sell to large companies, and you’re a large company yourself, so, like, I wonder how you see it. But, you know, we are a startup, but we serve, you know, we sell to Agentic native companies, right? So we get to see how they sell. And we see the spectrum of people, you know, pulling out a credit card and trying something new. All the way to, like, you know, very considerate tops-down, bottoms-up, you know, IT-type purchase process. And they’re both thriving.

And what is interesting is that it’s a little bit like the beginning of SaaS, where you’re seeing you know, there is nothing stopping for a company to buy one of each, you see what I mean? Especially… in areas of go-to-market, where you can find… you can buy 20 agents that read your CRM, and tell a rep what to do, and prioritize your accounts, and write your emails, and all those things, and there’s nothing stopping you from doing it. And so that’s one behavior that is happening right now, that I don’t know how it ends.

It didn’t end well in the world of SaaS, but I don’t know how it would end in the world of agents. all the way to, like, IT needing to make sure that if this thing gets deployed, that, you know, our databases are protected, that our, you know, our privacy and confidentiality is protected. And we still haven’t answered the question as what happened to my IP when you’re running on a foundational model? Because, you know, on the one hand, you have Alex Carp screaming, saying, like, they’re stealing your IP and the way that you do business.

On the other hand, you have WorkVane saying, oh, it’s safe, I’m actually going to put the entirety of Salesforce inside a cloud and call it done. So, like, I still don’t, you know…

Hyoun Park:

Exactly.

Manny Medina:

It’s way north, but here we are.

Hyoun Park:

Yes, you know, our customer base, we have a lot of Fortune 500 customers, you know, our core business is honestly, you know, very mature. It’s telecom and smartphones, things like that. But we do find that that data is very useful, and we actually find that our largest customers are the ones who are most interested in experimenting it, because they’re able to create these safe islands where they know that they can work with the data however they want, and then they’re very interested in figuring out what is the technological view of our business, based on how Everything goes through our networks, how everything goes through our devices, you know.

Basically, every data set, every platform in the world now becomes a lens into your business, that can also take action, agentically, you know. But that’s the world we live in now. If you can set it up correctly, and if you have that governance that you’re talking about, be able to understand the value, understand the governance. Yeah.

Manny Medina:

One of the things that I’m seeing, and I wonder what your take is on this, and and we’re going off script, so this is live. Sure. That question, came up yesterday. We’re seeing this trend of, like, sort of, like, have consultancies and have builders of agents coming into companies to execute on a transformation. And the reason for that is that two things happened. one, the incumbents that used to do this, so, like, the Tata Consultants, or, like, the McKinsey’s, or the Deloitte’s. they don’t have… there is no, there is no prior knowledge on this. You see what I mean?

It’s not like they’ve been doing agents for 20 years, and you’re gonna pick me because I’m the Agentic one. It’s a little bit like back at the web, when… remember this company called Mercury Interactive that used to make websites, and they went from, like.

Hyoun Park:

Like, huh.

Manny Medina:

billion evaluation, you know, because they were the only ones who, like, were the top notch of… they came out of nowhere. There were other people who were doing tech at the time, right? Like, you know, computer associates and stuff, and, like, they took off because they were the new kid on the block that were, you know, web native. we’re seeing the same thing, and, like, there is Agentic native, you know, consulting companies that execute on the transformation, whether it’s a back-end transformation, whether it’s a process transformation, and the other thing… the other day I was thinking about, of, like. you know, you can take pretty much every line of business, ITSM, CRM, HR, and you can say there will be an equivalent company that executes on the transformation… on the business transformation, and brings agents to actually stick to landing.

And that will be potentially the new winners. Like, that will be potentially a market. Why? Because there is no incumbency right now. You know, the consultants don’t have incumbency, the legacy platforms don’t have incompancy, so there is an opportunity… for, like, a mini Palantir in every single one of those business areas to go in and, like, go crush it. What are your thoughts on that?

Hyoun Park:

Yeah, I think at this early stage, it’s very important. We saw this a little bit with AI as well, with, back in the day when companies like Pivotal were coming out, and the equivalent of…

Manny Medina:

Exactly.

Hyoun Park:

A different person.

Manny Medina:

Care programming.

Hyoun Park:

One more.

Manny Medina:

Remember that?

Hyoun Park:

Yeah, it was a different version of that forward-deployed engineer, where they would come in and they would co-work along with your engineers to develop your data science, you know, back in the day. You know, I guess that’s where we are now, that data center science is now legacy.

Manny Medina:

Yeah, yeah. But they will leave behind a bunch of, like, artifacts and, like, culture, because they will do that, the programming, they will actually code with your staff, you know, so they will not just deliver an app, but they will deliver, like, a group of people who know how to, like, do things, you know, the right way, or, like, the modern way. And that’s, like, Pivot is a great example. I’m seeing, like, you know, history doesn’t repeat, but it rhymes. So we’re seeing sort of, like, the same thing of, like, you know, a bunch of, like, engineers showing up with a bunch of, like, tool sets.

And no product. They literally just come and say, okay, let me see your problem, and then I have a bunch of tools that I can apply to the problem and leave you with something custom in the end. Which is… it’s very counterintuitive right now, but it’s what’s winning. I mean, this is why Palantir is growing so fast.

Hyoun Park:

Well, part of the reason is that, I would say most of us, you know, I’m gonna say collectively us, don’t understand how to calculate the value of AI, or to understand how to get the outcomes. We’re doing a lot of experimentation But honestly, there’s only a few of us who really understand how to drill down into value, and I… I would assume that that is a problem you run into often in your work at Paid AI. Just how do we define the value of The work that we are doing, because you have to do value to figure out price, and you have to figure out price to figure out, you know, your business, you know, finance… economics.

Manny Medina:

Yeah, you know what’s really interesting is that, we do this all the time, and I spend half the time evangelizing the fact that Pricing is based on your value delivered. And if you cannot articulate your value delivered, then your best bet is to be, like, cost plus, because you don’t know any better, right? But if you don’t understand your own value, then your customer’s not gonna get value from it, and you’re probably gonna churn. So, you know, and then I get a pushback of, like, oh, well, look at Global and Replit, and, like, OpenAI, or, you know, Anthropic, and I’m like, yeah, but you’re not that.

And in BC.

Hyoun Park:

Two people.

Manny Medina:

there is a buyer, and there is a person who will sign your renewal, and if that person does not understand how they got value from you in the last year, they’re just not gonna renew, and they’re gonna buy the next thing that looks and sounds just like you. You know what I mean? Oh, which there is, like, 10. You see what I mean? Right. So, like, pricing has to begin with, like, the value you’re gonna deliver, and then you have to be purposeful about showing what value they got from it. And that’s where it gets tricky, because we’re, you know, everybody’s coding these agents real quick, shipping them, but not minding the fact that, okay, if you’re gonna charge for it, you’re gonna have to show the customer what is it the agent did.

You see what I mean? And what value that they got, in terms of the customer understands, okay, you know, you re… you know, automatically resolve an internal IT ticket, that’s cool, count them, and show them what kind of tickets they were. You see what I mean? Or, you know, you created a new process, fine, count it, and show that customer the new process that you created. But this layer of transparency is the only thing that is going to work in B2B agent selling. Because without it, there’s no trust. And without trust, it’s just gonna be a constant swirl.

Hyoun Park:

Yeah, I run into that all the time as well, that people ask, what is the ROI of this project? What is the ROI of the solution? And honestly, ROI is based on having trusted metrics and trusted, definable, quantitative outcomes. Like, that’s the only way you get there at the end of the day.

Manny Medina:

Yeah, and even, like, so, you know, Palinder has been singing this song for a while now, but many of you said that they’re gonna start, you know, engaging some customers on outcomes only. And that’s big, right? Because they were the original seed seller. And talking about, you know, tying your business to outcomes is a big change. And I think that the rest of SaaS and even, you know, B2B agents is kind of moving that direction.

Hyoun Park:

Yeah, so we talked about seats and outcomes, but there’s also some steps in the middle. Could you just kind of describe, you know, kind of the different types of pricing that you typically see for AI?

Manny Medina:

Yeah, no, that’s a… that’s a… that’s a great question. So… Basically, there is two sort of frames that you… that we think about in terms of… in terms of pricing. One is a 2×2 matrix that divides the world into… into a vector of autonomy and a vector of attribution. So, if you are high autonomy, and you can attribute all the work that you did to… to the agent, and the agent delivered autonomously. then the best case is to do charge per outcome, or for some kind of, like, you know, autonomy outcome, in that the agent does his thing, right?

And most people think, oh, yeah, that’s fine, but that’s only for CX and support agents. And that is actually not true. We are seeing agents that charge on outcomes in every walk of life, like inventory management. Procurement, collections, There is this one, one in particular that, you know, their job is to go find inventory. Or, like, parts, right? And to find the best price for the part that meets the specs. And it does that automatically, because they have to replenish these parts on a frequent basis. So every, you know, 3 months when the agent gets kicked off to go find these new parts, you know, it will show the savings versus the last time.

You see what I mean? Or it will show the improvement versus the last time. So there’s a very deliberate… you know, there is… the liberal there is very tangible. Like, the part did show up, you know what I mean? Like, it’s in the ERP, and you did pay the lowest price, and you got the most outcome out of it. So, like, those kinds of things are becoming more normalized. Now, the moment you have less attribution, and then there is a lot of back and forth, that gets trickier, because now you don’t know whether the agent did the work or you did the work, so your best bet in those scenarios is to charge per effort.

You see what I mean? Like, because you have long runs, you have short runs, you have artifact creation, like a presentation or a PowerPoint, So you want to make sure that you capture, somehow, the effort that the agent did, and you present it in a t-shirt-sized way, like small, medium, large, so that you’re not overwhelming the vendor. You come from telecom, you remember the old bills that we used to get of every single call that you did that month?

Hyoun Park:

They still exist.

Manny Medina:

Every 20 cent call can amount to $100, and you have, like, 20 pages of that, like, that won’t work in agents, right? So you need a summary view of that. And then as autonomy goes down, you’re in co-worker, co-pilot mode, right? And at that point, your receipt looks credits, and that model is well understood. So that’s kind of, like, the way that you think about it, in general.

Hyoun Park:

Yes, at the corporate level, those 8,000-page bills are where I make my bread and butter, but it also means that we, as a specialist, you know, company, we look at inventory and invoice management all day long, and I think that is broadly attributable. Anytime you have a bill of goods, or unit tracking that needs to be audited in any way, it’s a fantastic job for agents. Like, we know that is… we know that’s part of our future as well, and I think everybody should be looking at their business that way.

Manny Medina:

100%. Especially in telco infrastructure, like, things need to be replaced on a schedule, otherwise the network just doesn’t work. You see what I mean? So you have to.

Hyoun Park:

Right.

Manny Medina:

Make sure that the part is procured, you know, at the right price, in the right specs, and delivered, to the point that you have to check the ERP that the stuff was installed. You see what I mean? Like, in an agent.

Hyoun Park:

Yeah, that’s…

Manny Medina:

It’s completely autonomous at this point.

Hyoun Park:

Yeah, so we’ve already talked about this a little bit, but when you see customers who don’t quite get it, or don’t quite know, where they’re going, like, what mistakes do they tend to be making, or what are they skipping in their process?

Manny Medina:

That’s a… that’s a very insightful question. So… you know, the majority of software right now, the great majority of software, is still SaaS. And, you know, let’s call it space. Like, that’s the economy when it comes to software. And there is this tension of, like, do I move? Like, there’s still a bunch of customers who believe that this AI thing is a fad and it will pass. So, you know, you have them, right? Kind of like the internet.

Hyoun Park:

Yes.

Manny Medina:

And then we have the others that have a desire to move, but they don’t know exactly how to do it. And to them, that’s a majority, actually. The majority, like, not too many people think AI is a fact. Like, most people are already there, like, this transformation. So the majority of people are, like, in the desire to move and how to execute it. And the most important thing about, like, most people think that it’s their problem internally to solve it. In reality, the problem is their customers. And how do you communicate to your customer about a decision change?

So, the best practices are all about You know, abundance of information to the customer, and bringing them along the journey, and saying, from now on. you know, I want… like, a lot of my software is going to be delivered… delivered in an Agentic way, meaning the work is going to be done by the agent, not by the human. And that’s good news for you, customer, because it frees up your people to do more important things. Number two, I’m going to show you how I’m thinking about effort and value to you. But I’m not gonna price you.

I’m just gonna show you consumption, you know, usage of the things that matter to you. And that’s where most people trip up. It’s like, most people think that you need to have, like, a one-size-fit-all. to value, but in reality, your agent may do 20 things, and only 5 matter to customer A, and another 5 matter to customer B, and that’s totally okay. And once you… like, that’s a big mental hurdle. Once you get over that hurdle. then it’s easy to price, and easy to bring the customer down the journey of saying, like, this is for you, and it works for you, and it delivers value to you, and this is the value that I deliver, and then you can move into an outcome-based or, you know, effort-based pricing.

Hyoun Park:

Yeah. Functional segmentation is really important, and I think…

Manny Medina:

100%.

Hyoun Park:

We can get… we can get caught up on that as more technical people, because, obviously we’ve dealt with the cloud for the past 10 to 15 years, which is very much based on utility pricing, and that is great for platform-wide pricing, or for looking at infrastructure as a service, but it doesn’t necessarily capture the business value and the functional value that most of us are creating, first on the SaaS side, now on the agent side.

Manny Medina:

100%. And everybody in product will… so everyone shipping software will want to make their software more autonomous, more relevant, more strategic, right? So, which usually means that you will use more expensive models, that you will do more tool calling, that there will be more tenacity in this thing. And you want to get compensated for it, you see what I mean? So, like, your direction of travel requires you to think about how do you monetize it over time.

Hyoun Park:

Yes, but… and I think there’s this… so, how do you… How do you… keep yourself from iterating to the point that you’re chasing perfection rather than chasing, perhaps, more realistic revenue. You know, it can be easy to say, I have a solution that solves 90% of the problem, then go to 99%, then spend the same amount of effort to get to 99.5%. You know, you get these dimensions… Diminishing returns.

Manny Medina:

Yeah, that’s a… that’s a… yeah, so I’m curious to hear from you. Every time you change pricing and packaging in a company. It’s a little bit like breaking the bone to reset it right. You see what I mean? So it’s incredibly painful. And, like, you know, and then you have the factions within the company of, like, oh my god, like, our competitor just did X, we need to do Y. So that creates a lot of tension. And B, you ship a bunch of new product, and you take it as an opportunity to, like, reset pricing, and that creates a bunch of tension.

So, I don’t know that I have a great answer. What is your experience? I mean, you’ve been in business for a while now, like, what’s your experience dealing with pricing changes?

Hyoun Park:

Yeah, I’m a big believer that pricing defines the business in ways that we often take for granted. Like, pricing is a big deal. If you’re actually changing the structure of the pricing, you’re changing how your salespeople are incentivized, you’re changing the service requirements that you have in your organization, you’re changing your margins, you know, everything changes in your company, so it’s not something to be taken lightly, but at the same time, there are transformative issues that happen, like when we went from licenses to seats, seats to usage, usage to outcomes, all these are… inevitable trends that are happening as we mature in how we’re using technology.

So, every, call it, decade or so, we have these waves that we have to go along with, and it means don’t take it for granted, do the business planning. These are big strategic decisions that, can easily be you can overlook.

Manny Medina:

You know what’s really interesting as you say that. You know, I deal with a lot of incumbents in SaaS that are moving to Agentic, right, and they’re ready to change their pricing. I had a call with a dear friend of mine who came to me And she said, I literally just took this job, like, I became CEO of this company, company is, you know, private equity-owned, $100 million in run rate. And, you know, I was handed this book of renewals. And I started calling customers, and nobody likes our pricing. Matter of fact, their pricing is keeping us from growth.

And I’m like, wait, wait, wait, what happened? And she’s like, well, you know, we charge per seat. So what that does, it prevents more people to deploy per seats, even though we’re shipping.

Hyoun Park:

You think?

Manny Medina:

you know, you know, capabilities for the entire organization. People, because of the seat friction, they’re not buying. I’m like, so how do you upsell? Oh, by modules. And every module has to go through procurement, as opposed to, like, some easy consumption way of doing it. And the last piece, I’m like, okay, so you do have consumption, but it’s based on, you know, a number of endpoints. And so what that does is that prevents people from adding endpoints, because now you’re charging per endpoint. So, like, the magical part, like, the art… where the art meets the science in monetization is, how do you align how you make money in a way that the customer appreciates that and wants to give you more money?

You see what I mean? by, you know, if you create friction on the wrong point, you’re going to see, you know, its loadness in acceleration of NRR, and you’re going to see its load, and you’re gonna see some turning contraction, even. So, like, and you may not catch that. you know, in the first, say, even 10 years of life. You see what I mean? That may become a problem later, because this company for 10 years, and it’s 100 million, so it’s not like it was a problem before. They got to 100 million, oh, fine. But it’s how do they get to the next 200 that is being held back now by the pricing?

So I find that fascinating, that it changes over time, too.

Hyoun Park:

Yes. It’s near and dear, as I also work at a PE-backed company of a similar size. You know, we’re dealing with these problems of modernization. They’re real problems, but if you don’t face them, you know, you’ll get left behind. That’s reality.

Manny Medina:

And the question around the company is like, so we got here, fine, why do we need to change.

Hyoun Park:

But how do we get from 100 million to a billion? We know.

Manny Medina:

never good.

Hyoun Park:

You have to… you can’t do that without flipping that switch, and… that commitment, yes.

Manny Medina:

Well, you know, the reason this is hard is because of all the people involved. The technology’s easy, the people is hard.

Hyoun Park:

Yeah. One last question for you. So, you’re already doing this to some extent with your solution, but do you think that as agents become more work-oriented, that we’re gonna have to have billing and pricing systems that are more like workforce management, or outcome management, or project management in some ways?

Manny Medina:

I… I think there is a future in which they… there is an HRMS for agents. It’s just… it’s just… I just don’t know when it is. But there will be onboarding, offboarding, access control, revoking access, you know, managing drift within the agent, and I think there is a whole lot of, like. you know, once we start anthropomizing the agent as a worker, there is a whole lot of issues that we haven’t thought about yet, you know? So… you know, I’m here for it. I don’t know how it’s gonna look like, but I’m here for it.

Hyoun Park:

Yes.

Julia Nimchinski:

Phenomenal way to start a day, too. Thank you so much. Manny Hyun, what’s the best way for the community to support you?

Manny Medina:

Go to pay.ai, or drop me a note on LinkedIn.

Julia Nimchinski:

Awesome. Helena.

Manny Medina:

I can see the good-looking people here. Latin and Russell here.

Hyoun Park:

Oh, yeah.

Russell Scherwin:

There’s one of them.

Latané Conant:

Yeah, I got to learn a bunch from that session.

Manny Medina:

I appreciate that, I appreciate that. Congrats on the new gig, by the way, I forgot to call you and tell you about it.

Latané Conant:

Yeah, yeah, it’s been fun.

Manny Medina:

Alright, team, good to see you all, and stay on for this next riveting conversation.

Hyoun Park:

Alright. Everyone.

Manny Medina:

Thank you.