Customers, onboarding & sales approach

Manny Medina, Co-Founder & CEO of Paid and former CEO of $4.4B Sales Tech company, Outreach, hosts Sourcery at their HQ in London to discuss the early development of AI agents & what this shift means for software businesses.

Roughly $300 billion in SaaS revenue remains “trapped” in legacy pricing and delivery models. After scaling Outreach to 6,000 customers, 220,000 active users, and $250M in ARR, Manny saw firsthand that many SaaS monetization frameworks don’t fit agentic systems, which perform full end-to-end workflows rather than individual user-driven tasks. This gap led him to build Paid, the platform designed to help companies measure, price, & manage the economics of agents.

And it's working.. early customers have reported 20–40% revenue growth within six months of adopting the platform.

With $33.3M in total funding, Paid is backed by Sequoia Capital, Lightspeed Venture Partners, EQT Ventures, GTM Fund, & FUSE.

Timestamps

(00:00) Why Manny built Paid after Outreach
(01:05) The $300B trapped revenue problem
(02:00) Why seat-based pricing breaks for AI agents
(03:10) How agents perform full end-to-end workflows
(04:00) Early use cases: support, ops, underwriting
(05:20) SaaS companies shifting to agentic models
(06:15) Pricing agents on outcomes, not seats
(07:10) Managing margins + model costs
(08:00) Founder-led sales and early GTM
(08:55) Why efficiency must start on day one
(09:40) Palantir-style, forward-deployed culture
(10:30) How Paid helps companies monetize agents
(11:20) Education needed for SaaS pricing change
(12:10) What the next 12–24 months look like for agents
(13:00) Manny’s outlook on the agentic economy

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