Episode
From Paying for Seats to Paying for Results
- Published
- Jul 6, 2026
- Duration seconds
- 930
- Processing state
not_requested- Canonical source
- https://rss.com/podcasts/ypo-technology-network-ai-brief/2965972
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Summary
An extended, single-thesis episode. For a century the two biggest lines on your P&L — payroll and per-seat software — have been fixed costs sized to peak, sitting there hoping to earn their keep. Stephen Forte's belief: AI turns them into variable costs billed per outcome — per interaction, per order, per resolution. The spine: a fixed cost is a bet on utilization; a variable cost is a bill for results. Two live proofs: Medicare's new ACCESS model pays organizations only when AI-supported chronic care hits measurable health outcomes; Salesforce's Agentforce charges $2 only when its agent resolves a ticket. The capstone: adopting AI properly isn't bolting a tool onto the org chart — it's rewiring the company's operating system (why MIT found 95% of GenAI pilots deliver no P&L impact: they installed new software on the old OS). Plus four moves to make this quarter — and why Stephen has bet his own company on this shift with pay-for-performance managed agents. Sources: CMS.gov; Salesforce; MIT NANDA; company reports.