Some findings from across our Varick customers that might shape how you think about AI adoption going forward: 1. Customers are getting wiser about spend. A few months ago, most were willing to spend an unlimited amount on tokens from OpenAI and Anthropic. Today they're asking us to diligence their AI spend and to match the right model to the right work. That means more work for us and meaningful savings for them. They want to know AI is actually cheaper than just adding headcount, and they want the math to back it up. 2. Customers are accepting that this isn't instant. A few months ago, customers expected to become AI-native over the course of a week and a few software adoptions. Now they're accepting the reality: becoming AI-native means rethinking the architecture of your entire company. I don't mean that in a corny sense. It literally means changing the org charts, the work, and the handoffs in every crevice of the company. 3. Customers are done with the big shops. Microsoft, IBM, McKinsey, Deloitte, and the rest are all pitching AI transformations, and our customers are fed up with paying eight figures for a slide deck. This is the whole reason we have a business: we sit at the bleeding edge of AI while having the business sense to identify the root of a problem and then build the agents to solve it. This used to be something I had to convince customers of before the first sales call. Now they're the ones telling me, "we're never working with McKinsey again." This past month we had the highest inbound volume we've ever seen. Between April 1 and May 1, 56 companies doing between $500M and $25B in revenue reached out to us. Some of these companies are direct competitors with one another. It's fascinating to watch the race for enterprise AI-nativity unfold in real time. I like to imagine that we change the course of history for our clients. AI transformations are now the consensus path to realizing AI ROI. AI SaaS doesn't get you there, and giving every employee a Claude or Cowork subscription doesn't move the needle either. The only way to get to hundreds of millions in annual ROI is to combine a team that can learn your business processes on the ground with the engineering capacity to automate every manual process worth automating. We bet on this thesis a year ago, and we're vindicated more every single day. If you're interested in transforming your company with AI, or interested in joining the company that's leading the AI transformation wave, visit our website. Cheers.