# Build the company around the agent, not a pilot project

Source: https://www.youtube.com/watch?v=y9JtCCZP2MQ

Machine-generated transcript; recognition errors remain. Source-recording timestamps. Boundary-crossing subtitle ends are clipped to this session.

[07:55:24](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28524s) Hey y'all, I'm Quinn. Great to see you. You might want to come up in front a little more because I

[07:55:28](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28528s) do, it's like an NBA game, have some swag and hats to give out. So if you're in the back and if you

[07:55:33](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28533s) like hats, come on up. All right, as whatever, you know, that said, my name is Quinn Slack. I am

[07:55:39](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28539s) one of the founders of AMP and had been at Sourcecraft before. I don't want to talk about AMP,

[07:55:43](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28543s) though. I want to talk about really a personal story of how agents blew my mind and changed my

[07:55:51](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28551s) life. There was a day when I walked outside and the birds were chirping more and the sky was bluer

[07:55:56](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28556s) and how they changed my company and how I think they're going to change every company. And it's

[07:56:01](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28561s) kind of frustrating sometimes to see friends and people I care about, companies I care

[07:56:05](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28565s) about, really struggle with this. So we're going to go on a little bit of a roller coaster,

[07:56:08](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28568s) but why don't we get started? I know it's almost dinner time. Anyone want some hats?

[07:56:14](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28574s) Some AMP hats? All right. Here we go. I see people getting closer. There we go. All right.

[07:56:22](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28582s) I hope I don't hit anyone.

[07:56:25](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28585s) There we go.

[07:56:28](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28588s) And over there.

[07:56:30](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28590s) All right.

[07:56:33](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28593s) Yeah, everybody gets a hat.

[07:56:34](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28594s) Everybody gets a hat.

[07:56:35](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28595s) Come up and find me after.

[07:56:37](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28597s) All right.

[07:56:38](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28598s) There was a moment in January of 2025 when I was just coding,

[07:56:44](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28604s) and I wanted to see what if you just make an agent.

[07:56:47](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28607s) This was before Claude Code, and it was like the dumbest stuff ever.

[07:56:51](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28611s) It was like change its background color, but it just blew my mind when I saw an agent actually work for the first time

[07:56:58](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28618s) it

[07:56:58](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28618s) Ran commands it looked at itself. It gave itself some feedback loops that blew my mind and I

[07:57:05](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28625s) Had this sense I think that everyone has when they first see an agent that

[07:57:09](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28629s) Everything is going to change after that everything is going to change about how you build software

[07:57:13](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28633s) I think we've all felt that everything is going to change about how you

[07:57:16](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28636s) form companies to work on software and how you sell software, how you distribute software.

[07:57:21](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28641s) All other work is going to change. And it was just an absolutely crazy, crazy moment.

[07:57:27](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28647s) I was actually at the Frankfurt airport with Thorsten Ball on our team. He wrote that compiler

[07:57:32](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28652s) book. Anyone who knows Thorsten on our team? Yeah, he's a cool guy. We were just like minds

[07:57:40](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28660s) blowing at the Frankfurt airport. And we knew that everything was going to change. We didn't

[07:57:43](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28663s) know where this was all going to go, but we just wanted to go. We just wanted to go run

[07:57:47](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28667s) at it. So inside of Sourcegraph, which was a 200-person enterprise software company,

[07:57:53](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28673s) I was the CEO, and we made code search, we decided to just start building this, to tune

[07:57:58](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28678s) out everything else and just start building this thing, not go to sales calls, not go

[07:58:04](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28684s) to like exec meeting, none of that stuff, just tune out all the distractions. And I

[07:58:10](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28690s) I was in this position that I think a lot of people say,

[07:58:13](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28693s) wow, I'm a software developer at a company,

[07:58:15](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28695s) and I want to change.

[07:58:16](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28696s) I want my company to be more AI forward, and I can't.

[07:58:18](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28698s) I was a CEO, and in theory, I could change anything.

[07:58:21](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28701s) I could change teams.

[07:58:22](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28702s) I could say, you don't need to get pull request code review.

[07:58:26](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28706s) You don't need to do any of the other processes we used to do.

[07:58:29](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28709s) And yet, it was very hard.

[07:58:32](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28712s) What we did is we ended up taking 20 people from the company,

[07:58:35](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28715s) and inside of Sourcegraph still, we

[07:58:38](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28718s) made a little team, the AMP team.

[07:58:40](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28720s) And that's what we tried.

[07:58:42](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28722s) So for those of you who are trying to push back against your company

[07:58:44](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28724s) to try to make it more

[07:58:46](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28726s) agent-friendly, I have a lot of sympathy

[07:58:48](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28728s) for you, and I hope that you can take away some things from here.

[07:58:51](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28731s) I know how hard

[07:58:52](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28732s) it is. And also, have some

[07:58:54](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28734s) empathy for your CEO, too. It's hard for them, too.

[07:58:56](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28736s) This is a really hard kind of

[07:58:58](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28738s) change and transformation. But we

[07:59:00](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28740s) knew that there were some things that were going to change.

[07:59:02](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28742s) And this all seems kind of obvious now, but back in

[07:59:04](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28744s) 2025, early 2025,

[07:59:06](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28746s) with this idea of enterprise ready,

[07:59:08](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28748s) you do this thing and then you can build a sales team

[07:59:10](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28750s) and go sell it.

[07:59:11](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28751s) We knew that that was just going to totally die off.

[07:59:14](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28754s) You had to be on the frontier.

[07:59:16](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28756s) If you had a taste of success

[07:59:19](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28759s) and then you started doing all the enterprise checklist bullshit

[07:59:21](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28761s) to make the median enterprise buyer happy,

[07:59:24](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28764s) your product was going to go obsolete in like three months.

[07:59:28](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28768s) And the whole game had to change.

[07:59:30](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28770s) Nothing mattered other than making it

[07:59:32](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28772s) so that the people at these other companies

[07:59:34](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28774s) loved your product and the CEO, the budget was infinite, and all bets were off.

[07:59:39](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28779s) So we knew that.

[07:59:40](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28780s) We didn't quite know all the challenges we'd run into.

[07:59:45](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28785s) Also, in this world where agents can build a product or build a feature,

[07:59:49](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28789s) how do you even think about differentiation?

[07:59:51](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28791s) I mean, to this day, there's people who say, well, why is AMP better?

[07:59:54](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28794s) Why is Claude Code better than Codex or whatever?

[07:59:57](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28797s) And so many people are begging

[08:00:00](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28800s) to have the answer in the form of, well, it's these three features.

[08:00:02](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28802s) You know, AMP has orbs, which are really good cloud agents, and we have multiplayer.

[08:00:07](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28807s) But the crazy thing is, you all know that if we can do that and if we prove it,

[08:00:10](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28810s) then any of our competitors could as well.

[08:00:13](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28813s) So, you know, why even play that game?

[08:00:16](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28816s) Like, what does it even mean to build and sell software?

[08:00:18](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28818s) Why would you go and hire a sales team?

[08:00:20](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28820s) Why would you go and do anything in the traditional way if you don't even know what it's going to look like in a month?

[08:00:25](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28825s) And if you don't even know how to describe differentiation,

[08:00:26](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28826s) there's no sustainable differentiation.

[08:00:29](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28829s) For AMP, people end up loving it.

[08:00:31](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28831s) But you can even see Adam Wathen, who's the Tailwind guy.

[08:00:37](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28837s) He loves AMP.

[08:00:38](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28838s) But he's like, it's one of those things

[08:00:39](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28839s) where you can't understand why it's good until you use it.

[08:00:44](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28844s) Can you imagine having a whole product management team,

[08:00:47](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28847s) a design team, an engineering team that's

[08:00:49](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28849s) so disconnected from the actual customers, a whole company

[08:00:52](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28852s) apparatus?

[08:00:52](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28852s) if that's the best way that you can market a product.

[08:00:55](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28855s) It's really tough.

[08:00:57](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28857s) So we knew that we just had to change everything.

[08:00:59](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28859s) And we rethought so many things

[08:01:03](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28863s) because kind of unintentionally,

[08:01:04](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28864s) we were under some weird constraints.

[08:01:07](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28867s) We decided to spin out AMP.

[08:01:09](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28869s) So for those of you who have been at a company,

[08:01:11](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28871s) like a small, you know,

[08:01:13](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28873s) you're on a small team in a company,

[08:01:14](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28874s) you're trying to do things different,

[08:01:15](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28875s) you're trying to be the startup within a startup,

[08:01:17](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28877s) you probably have these fantasies of,

[08:01:18](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28878s) let's just go off and start a new company.

[08:01:20](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28880s) Well, we actually did that.

[08:01:21](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28881s) We did the right thing by investors and employees, and everyone has ownership in both.

[08:01:25](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28885s) But we actually spun out, and for a year, until last Friday, we couldn't hire anyone.

[08:01:31](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28891s) We couldn't grant options.

[08:01:32](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28892s) The legal spinoff process was a huge pain.

[08:01:35](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28895s) And we were forced to make do with the 21 people that we brought over.

[08:01:39](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28899s) We didn't have time in this crazy competitive environment to do...

[08:01:43](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28903s) We couldn't move as slowly in order to do mandatory pull requests.

[08:01:48](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28908s) We couldn't have meetings.

[08:01:50](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28910s) We couldn't have our time be sucked up by enterprises

[08:01:53](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28913s) that would need to take many months to decide on something.

[08:01:55](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28915s) And so we were forced into this radically different way of working.

[08:01:59](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28919s) And we also had this environment where every single person on the team

[08:02:02](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28922s) has a huge stake in the company.

[08:02:04](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28924s) And that skin in the game that you get,

[08:02:06](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28926s) when AI makes it so you can operate with way less people,

[08:02:09](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28929s) skin in the game, it's like this spiritual thing for the soul of great people.

[08:02:14](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28934s) It makes them better at everything they do.

[08:02:16](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28936s) It makes them grow faster.

[08:02:17](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28937s) And so this is what we have seen.

[08:02:19](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28939s) And this, I think, when you've seen a company that operates like this without any of that bullshit,

[08:02:24](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28944s) it's obvious how companies like this are going to crush everyone else

[08:02:27](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28947s) and how every company in the future is going to look a lot more like that.

[08:02:31](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28951s) So, yeah, we spun AMP out, and we had to figure out a lot of new ways of working with these constraints

[08:02:38](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28958s) that we had no idea that we were going to be under.

[08:02:40](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28960s) And we couldn't hire, as I said.

[08:02:43](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28963s) So as a result, while our, this is a log chart, by the way,

[08:02:46](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28966s) while all the other big competitors in the space

[08:02:48](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28968s) were growing and building old-fashioned companies

[08:02:50](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28970s) in order to go and exploit this amazing technology of AI,

[08:02:54](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28974s) we had to stay at 21 people.

[08:02:56](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28976s) But that was awesome because it was a forcing function

[08:02:57](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28977s) for us to work differently and to figure out

[08:02:59](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28979s) how can you do so much more with an agent

[08:03:01](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28981s) where we couldn't hire people.

[08:03:04](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28984s) There was actually one guy who was like,

[08:03:05](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28985s) I don't care that I can't get options for like eight months

[08:03:08](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28988s) and I'm going to come join, and Hamish is pretty awesome.

[08:03:12](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28992s) So I want to talk about the ways in which we built AMP,

[08:03:14](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28994s) which is our agent product,

[08:03:17](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=28997s) around the way that these constraints forced us to work

[08:03:20](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29000s) and how we grew up around the agent here.

[08:03:25](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29005s) We got rid of all of the other tools.

[08:03:27](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29007s) We got rid of all of the other things you got to check.

[08:03:29](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29009s) Obviously not JIRA.

[08:03:30](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29010s) No task tracking.

[08:03:32](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29012s) We don't have a support system.

[08:03:33](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29013s) Everything we do in the agent.

[08:03:35](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29015s) In AMP, they're called threads.

[08:03:37](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29017s) We even communicate in the agent.

[08:03:39](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29019s) You can say, you know, I made a,

[08:03:41](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29021s) something's bad in the product.

[08:03:42](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29022s) Let's do it.

[08:03:43](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29023s) The agent can listen to everything,

[08:03:44](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29024s) and then go fix it.

[08:03:46](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29026s) If you're in like a local agent that runs on your laptop,

[08:03:50](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29030s) you can't bring someone else in

[08:03:51](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29031s) if you realize you're in over your head.

[08:03:53](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29033s) Really valuable.

[08:03:54](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29034s) We push way too often.

[08:03:56](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29036s) And I want to show, you know,

[08:03:58](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29038s) how we actually reduce the risk here.

[08:04:00](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29040s) Because you might say, let me start that again.

[08:04:02](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29042s) You might say, well, if you're pushing constantly,

[08:04:04](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29044s) then how do you not take down the site all the time?

[08:04:07](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29047s) And the difference is when you can push

[08:04:10](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29050s) and you can do it any time of day just by yourself,

[08:04:13](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29053s) you can chunk up your work into way smaller pieces.

[08:04:16](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29056s) Before you're going and doing a big change,

[08:04:18](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29058s) you can go and say, let me add the logging

[08:04:20](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29060s) to make sure that my understanding,

[08:04:21](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29061s) the agent's understanding of the system is correct.

[08:04:23](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29063s) Let me push a little change, a little change,

[08:04:25](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29065s) and then the agent can monitor it for an hour,

[08:04:27](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29067s) then push the next change.

[08:04:28](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29068s) You can run a whole shadow system side by side

[08:04:31](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29071s) with the old system to see,

[08:04:32](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29072s) does it compute the exact same results in every single case?

[08:04:35](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29075s) And that way of working actually reduces the risk

[08:04:39](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29079s) because by the time you finish the old way of doing it,

[08:04:42](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29082s) And the pace that things have to move these days

[08:04:44](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29084s) and what your customers expect,

[08:04:46](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29086s) you've probably forgotten what you're building,

[08:04:47](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29087s) and it just totally sucks.

[08:04:50](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29090s) Let me give us some more hats.

[08:04:51](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29091s) Who wants some more hats?

[08:04:53](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29093s) All right.

[08:04:54](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29094s) There we go.

[08:04:55](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29095s) Sorry.

[08:04:56](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29096s) The one guy who's on his laptop.

[08:04:57](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29097s) That's a lesson, right?

[08:05:00](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29100s) There we go.

[08:05:01](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29101s) All right.

[08:05:04](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29104s) Another thing is making it so the agent is able

[08:05:08](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29108s) to irrefutably prove what the thing that's building is correct.

[08:05:13](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29113s) There's a lot of ways I can do this. Turns out they're really good at proving these things.

[08:05:17](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29117s) So if you're trying to remove like jitter in the UI, make sure that when you load

[08:05:20](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29120s) it's like nice and crisp. You can ask the agent to do something that no human would ever have

[08:05:24](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29124s) the patience to do, which is take every single frame and compare them visually. And that's what I did

[08:05:29](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29129s) here. You can ask the agent to go make a

[08:05:32](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29132s) ton of different versions of something. You can never ask a human to like, you know,

[08:05:36](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29136s) if you ask a designer, go make nine iterations or nine styles of this. They're going to get really annoyed.

[08:05:41](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29141s) I know because I've worked with designers,

[08:05:42](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29142s) and I know they don't like that.

[08:05:43](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29143s) But for the agent, yeah, you can have it

[08:05:46](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29146s) make a ton of different things.

[08:05:47](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29147s) This is the waveform for dictation in AMP.

[08:05:50](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29150s) And this is one of the solutions of people who say,

[08:05:52](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29152s) I don't like waiting on my agent.

[08:05:54](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29154s) They're asking for one thing at a time.

[08:05:56](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29156s) And then they say, make this little change.

[08:05:58](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29158s) You shouldn't do that.

[08:05:58](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29158s) Go have it make a ton of things at once,

[08:06:00](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29160s) and you're going to get a lot more done.

[08:06:04](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29164s) We have this magical system where if you report a bug in AMP,

[08:06:07](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29167s) has anyone here reported a bug in AMP?

[08:06:09](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29169s) All right.

[08:06:10](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29170s) Cool.

[08:06:11](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29171s) I apologize for the bug,

[08:06:13](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29173s) but we have a system that is a full loop

[08:06:17](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29177s) where when you report a bug,

[08:06:19](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29179s) we will fix it, of course.

[08:06:22](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29182s) You know, Android app.

[08:06:24](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29184s) We'll fix it, obviously, with the agent.

[08:06:26](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29186s) I think everyone does that now.

[08:06:28](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29188s) Mostly everyone.

[08:06:29](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29189s) A lot of times still,

[08:06:29](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29189s) the engineers are different from the support team,

[08:06:31](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29191s) which is kind of crazy.

[08:06:33](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29193s) We'll send an email to the person thanking them.

[08:06:35](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29195s) We give them free credits,

[08:06:36](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29196s) which is always kind of nice.

[08:06:38](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29198s) I think it sucks.

[08:06:39](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29199s) I think it sucks when there's a bug in a product

[08:06:41](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29201s) and the company doesn't apologize.

[08:06:43](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29203s) I just think that's morally wrong.

[08:06:45](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29205s) And then what we'll do is we'll go through the logs,

[08:06:47](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29207s) and this is something that no human would ever do by themselves.

[08:06:50](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29210s) We'll see everyone else who was affected by that issue.

[08:06:53](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29213s) Because where there's smoke, there's fire.

[08:06:55](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29215s) So you find the 17 other people that hit that same obscure error.

[08:06:59](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29219s) They remember it, probably, and you proactively tell them.

[08:07:01](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29221s) How many times have you gotten an email from some product that says,

[08:07:04](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29224s) hey, I know that you saw an error yesterday and that was really annoying.

[08:07:07](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29227s) I'm really sorry about that. Here's $10. We fixed it.

[08:07:09](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29229s) And by the way, that, it's a self-perpetuating cycle

[08:07:12](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29232s) where then people who get that know that you care

[08:07:14](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29234s) and they're going to send more feedback in the future.

[08:07:17](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29237s) And then you ship those all out and then, you know, boom.

[08:07:19](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29239s) And that's the cycle.

[08:07:21](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29241s) That, people talk about vibe-coded products being junk.

[08:07:25](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29245s) AMP is basically 100% built with AI

[08:07:29](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29249s) and people say it's very high quality.

[08:07:31](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29251s) And this is one of the things that you can do differently with an agent.

[08:07:34](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29254s) But there's no way in hell you could do this

[08:07:35](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29255s) if you had to go through a PM or go to the team that owns this bug

[08:07:38](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29258s) and the designers each time.

[08:07:41](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29261s) Dictation.

[08:07:42](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29262s) Who dictates to their agents?

[08:07:45](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29265s) Yeah?

[08:07:45](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29265s) Wow, that's pretty good.

[08:07:47](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29267s) That's a lot more than I thought.

[08:07:49](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29269s) It is the fastest way to get bits of information

[08:07:52](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29272s) from your brain to the agent.

[08:07:54](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29274s) And I think that there's probably something around it

[08:07:59](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29279s) ushering in the return of remote work.

[08:08:02](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29282s) Because I was just in an office today

[08:08:04](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29284s) with Biong, another AMP co-founder, dictating,

[08:08:06](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29286s) and it was very annoying.

[08:08:09](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29289s) Dictation, if you're not doing it yet, you've got to do it.

[08:08:12](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29292s) Just overcome the embarrassment.

[08:08:16](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29296s) Channel Nathan Fielder and tell yourself that you can withstand any amount of awkwardness as you talk.

[08:08:22](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29302s) We've hooked up our agent to a lot of different tools.

[08:08:25](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29305s) I think a lot of companies have gotten here to this point.

[08:08:29](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29309s) We've been doing this in production for a long time.

[08:08:32](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29312s) And what we've found is the more that we start using these tools,

[08:08:36](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29316s) where just the agent is using it directly,

[08:08:38](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29318s) we don't even need the software product on the other end.

[08:08:40](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29320s) And it's a very small number of products

[08:08:42](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29322s) that we think actually have sticking power for us.

[08:08:45](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29325s) So, you know, we built some new things in AMP,

[08:08:50](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29330s) for example, a CRM.

[08:08:51](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29331s) And a year ago, you heard people talking about,

[08:08:54](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29334s) oh, no one's going to Vibecode Salesforce from scratch.

[08:08:56](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29336s) And yeah, that's totally true.

[08:08:57](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29337s) Why would you want to?

[08:08:59](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29339s) Have you ever used it?

[08:09:00](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29340s) Would you be proud if you Vibecoded that

[08:09:02](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29342s) and that came out the other end?

[08:09:03](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29343s) And also, you've used like 2% of the features of Salesforce.

[08:09:07](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29347s) So actually, you know, people ridiculed this idea,

[08:09:11](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29351s) but actually, would you code the 2% subset of Salesforce features

[08:09:17](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29357s) and then another 2% that integrate with the rest of your stack

[08:09:21](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29361s) in the most perfect way because the agent is so good at that?

[08:09:25](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29365s) And that, you know, 4% of Salesforce total,

[08:09:27](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29367s) that's like the easy shit,

[08:09:29](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29369s) and you know what you want out of that better than Salesforce,

[08:09:31](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29371s) and you certainly don't want to spend your time

[08:09:33](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29373s) talking to some Salesforce product manager

[08:09:34](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29374s) and hearing from them,

[08:09:36](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29376s) I'm going to advocate with my PM and my executive team

[08:09:38](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29378s) to get that on our Q4 roadmap, all that bullshit.

[08:09:42](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29382s) So compared to that,

[08:09:43](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29383s) it's actually getting easier and easier

[08:09:46](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29386s) to just build the tools that you want from scratch.

[08:09:50](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29390s) And this goes back to some of the existential

[08:09:53](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29393s) kind of dread but also mind-blowing feeling

[08:09:56](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29396s) that we felt when we first tried an agent.

[08:09:57](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29397s) This is what

[08:10:00](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29400s) we kind of thought would happen, that it would change everything about the software industry.

[08:10:05](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29405s) If Salesforce, which is like the king cobra of SaaS, they have the most reliable customers,

[08:10:12](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29412s) most reliable renewals, all that.

[08:10:13](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29413s) They like invented the category.

[08:10:15](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29415s) If we're starting to see, you know, why would we use them?

[08:10:19](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29419s) Well, everything is starting to fall.

[08:10:20](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29420s) And all of SaaS starts to break down if you can no longer assume that you can pay a salesperson 100K for closing a deal, and that deal's going to last for 10 years, and it's going to get bigger by a little bit.

[08:10:32](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29432s) All of that is called into question now.

[08:10:34](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29434s) So if you're at a software company, and that is how you ultimately make money, and you're trying to ring the bell, you're trying to raise the alarm here, absolutely raise it.

[08:10:46](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29446s) and get out of the cage that you are in

[08:10:49](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29449s) because, in my opinion,

[08:10:54](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29454s) once you have seen how the new kind of companies

[08:10:57](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29457s) that are two orders of magnitude smaller,

[08:10:59](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29459s) where everyone can do everything

[08:11:00](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29460s) and where everyone has skin in the game,

[08:11:02](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29462s) then you don't want anything else.

[08:11:04](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29464s) And so this is what we call this new kind of company

[08:11:06](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29466s) where we take that old org chart

[08:11:08](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29468s) and now we just got 21 people on AMP.

[08:11:12](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29472s) We have no PMs.

[08:11:14](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29474s) Everyone talks to customers.

[08:11:15](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29475s) Brady is this guy who is an SDR at Sourcegraph,

[08:11:18](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29478s) really smart guy.

[08:11:19](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29479s) I love the guy.

[08:11:20](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29480s) And one day he's like,

[08:11:21](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29481s) I'm going to make a wire,

[08:11:23](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29483s) ACH wire transfer thing

[08:11:24](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29484s) so customers can pay us, you know,

[08:11:25](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29485s) if it's too big for a credit card.

[08:11:27](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29487s) And he's like two years out of college

[08:11:29](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29489s) and he's just doing that.

[08:11:30](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29490s) And nobody knows on the other end.

[08:11:31](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29491s) It's like that old New Yorker cartoon.

[08:11:33](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29493s) On the internet, nobody knows you're a dog.

[08:11:34](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29494s) You know, nobody knows that he's an SDR,

[08:11:36](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29496s) that we're all kind of, you know,

[08:11:37](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29497s) devs and doing everything.

[08:11:38](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29498s) But you can.

[08:11:40](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29500s) And you also get people

[08:11:41](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29501s) that are really real with customers.

[08:11:43](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29503s) And I think sometimes customers need real talk.

[08:11:45](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29505s) So Alex Kemper on our team,

[08:11:47](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29507s) just today, he was like,

[08:11:49](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29509s) hey, to a customer who wanted our stuff,

[08:11:52](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29512s) that sounds like we're just going to get bogged down

[08:11:53](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29513s) in a bunch of BS,

[08:11:54](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29514s) and I don't think that's a good use of anyone's time.

[08:11:56](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29516s) If you can get to a place where you have people

[08:11:59](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29519s) that feel empowered to say that

[08:12:00](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29520s) and to truly say the best thing for the customer,

[08:12:02](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29522s) that's great.

[08:12:03](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29523s) You're not going to get that out of a salesperson

[08:12:04](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29524s) who is commissioned.

[08:12:06](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29526s) We have, this is some people's favorite part,

[08:12:09](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29529s) we have one meeting per week,

[08:12:10](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29530s) and then everything else,

[08:12:11](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29531s) the guidance is follow your energy.

[08:12:14](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29534s) You couldn't run most companies like that,

[08:12:16](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29536s) but if everyone at the company has a massive stake in the company,

[08:12:19](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29539s) take 100% and divide it by 21,

[08:12:22](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29542s) and all that, you can actually trust people.

[08:12:25](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29545s) Because again, when people have skin in the game,

[08:12:27](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29547s) it makes them better at everything they do.

[08:12:29](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29549s) It's like an incentive to make them think whole company,

[08:12:32](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29552s) to make them do more, to make them work harder.

[08:12:34](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29554s) And that's why I included Saturday and Sunday as well on this.

[08:12:39](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29559s) And we are shipping just so much more.

[08:12:43](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29563s) I think that AMP, for many people, is a product that they love.

[08:12:47](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29567s) We also have a great business,

[08:12:48](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29568s) and we're serving as proof that this new kind of company

[08:12:51](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29571s) that is profitable, that's more than 100 million ARR,

[08:12:55](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29575s) that is doing so on a dollar-in, dollar-out basis

[08:12:58](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29578s) that's 40 to 50 times more efficient

[08:13:00](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29580s) than old-fashioned companies here, that that can work.

[08:13:04](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29584s) And so if this is appealing to you,

[08:13:07](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29587s) if you want to push your company in this direction,

[08:13:09](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29589s) if you want to go start a company like this,

[08:13:11](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29591s) then reach out.

[08:13:12](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29592s) I'm happy to help.

[08:13:14](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29594s) And my guidance is just get out of the cage.

[08:13:17](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29597s) I've heard from so many people who say,

[08:13:19](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29599s) I hate that there's a gossip channel

[08:13:20](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29600s) with the people at my company.

[08:13:22](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29602s) We're all talking about the change.

[08:13:23](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29603s) You know what?

[08:13:24](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29604s) The longer that you are in the gossip channel,

[08:13:26](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29606s) the longer that you are at a company

[08:13:27](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29607s) getting paid a lot of money

[08:13:28](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29608s) and you're really smart

[08:13:28](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29608s) and you're not doing shit about it,

[08:13:30](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29610s) you're starting to become part of the problem.

[08:13:32](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29612s) And the longer that you let yourself

[08:13:34](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29614s) be just a developer

[08:13:36](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29616s) when agents have completely changed the game,

[08:13:39](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29619s) you're really hurting yourself.

[08:13:40](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29620s) So if this is the one thing that you take away,

[08:13:45](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29625s) just get out of that cage,

[08:13:46](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29626s) let agents really shape how you work,

[08:13:49](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29629s) and get to a company that's willing to be shaped by the agents.

[08:13:53](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29633s) Thank you.

[08:13:54](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29634s) And if you want to try AMP, you can get up there.

[08:13:58](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29638s) You can copy that.

[08:13:59](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29639s) I've got more hats, so find me afterwards.

[08:14:01](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29641s) And I'll probably be getting dinner at Chipotle or something,

[08:14:03](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29643s) so come find me if you want to chat about all this stuff.

[08:14:07](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29647s) All right, thank you all.

[08:14:08](https://www.youtube.com/watch?v=y9JtCCZP2MQ&t=29648s) Thank