📝 Don't Sell the Work For the last four years, the prevailing theory in Silicon Valley was that software companies should “sell work, not software.” The overly simplistic explanation of the idea is that as AI got better at AIing, customers would need fewer employees, and therefore companies who charged on a per seat basis would be screwed. By selling work, a startup was offering “outcome based pricing” whereby they could capture a percentage of a customer’s payroll versus competing for scraps…