# From Paying for Seats to Paying for Results

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Text version: https://stenobird.com/podcast/ypo-technology-network-ai-brief-7728971/from-paying-for-seats-to-paying-for-results.md
Podcast: [YPO Technology Network AI Brief](https://stenobird.com/podcast/ypo-technology-network-ai-brief-7728971)
Published: 2026-07-06T10:00:00+00:00
Episode link: https://rss.com/podcasts/ypo-technology-network-ai-brief/2965972
Audio file: https://content.rss.com/episodes/382927/2965972/ypo-technology-network-ai-brief/2026_07_06_08_37_18_2396bd5e-31ff-4016-b588-6d5f9185095c.mp3
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JSON: https://stenobird.com/v1/public/podcasts/ypo-technology-network-ai-brief-7728971/episodes/from-paying-for-seats-to-paying-for-results
Duration seconds: 930

## Resource

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.

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## Transcript

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