About this episode
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????????• Brex—The modern finance platform, combining the world’s smartest corporate card with integrated expense management, banking, bill pay, & travel. https://brex.com/sourcery• Turing—Turing delivers top-tier talent, data, and tools to help AI labs improve model performance—and enables enterprises to turn those models into powerful, production-ready systems. https://turing.com/sourcery• Carta—Carta connects founders, investors,
