And you mentioned Laurie, the recruiter, because recruiting is sales, right? The recruiter who had coffee is for closers on her mug and what you found when you pulled apart New Hyatt Pay.

Yeah.

So Lori was a fictionalized name because I don't want to embarrass anybody, nor did I get permission from her to tell the story.

But, you know, talent acquisition often becomes wreck chasers, right? They need to close a role, right? They're measured on the speed with which they get somebody in the door.

They are managed to a certain workload, right? It's a quota.

It is a sales job.

It's how do I get somebody in the company as fast as I can with everybody saying yes? Yeah.

So what stories do you have in here about how incentives can or cannot work effectively?

What do you think, Paul? You have one of your papers, Will AI Kill ComTech? Give the audience your insights from that.

Yeah.

There's no doubt that AI is changing the economics of software and the build versus buy discussion compared to years ago.

I'm just old enough to remember when everybody built their own thing or customized an on-premise solution because that's how technology worked.

And the SaaS revolution told us customization is bad, right? Building is silly.

You should always buy and configure.

And I think that's not as much of a gimme as it used to be.

And I would say most times, like a good 50% of the use cases, the buyer the HR buyer or the comp buyer doesn't really know what they want even though you know when they're buying basically and and that's when problems occur or all sorts of problems occur not only in them kind of trying to get budget for buy-in for it internally but also like once you implement this system isn't doing what I thought it was going to do it doesn't quite meet our requirements I think that that that hasn't changed you know that being very clear about what you want to achieve and helping you to make that strategic decision about build versus

There's multiple tower, uh, sort of lanes of, of World at Work, right? There's Total Rewards, but what's the other one? There's another couple, aren't there?

There, there's a few different tr- uh, tracks when you're here.

Of the professionals that are here, there's definitely comp nerds like us.

There's some people that are more benefit-centric, but they also have an HR at TR, which is for the ...

Think of the solo HR practitioner or the multi-disciplined HR practitioner.

Yeah.

So within, within rewards, I actually had the opportunity to lead somebody who worked a four-day sort of time shifted work week.

And with the right person, it was magic, because she felt like she could do what she needed to do.

There's multiple tower, uh, sort of lanes of, of World at Work, right? There's Total Rewards, but what's the other one? There's another couple, aren't there?

There, there's a few different tr- uh, tracks when you're here.

Of the professionals that are here, there's definitely comp nerds like us.

There's some people that are more benefit-centric.

But they also have an HR at TR, which is for the ...

Think of the solo HR practitioner or the multi-disciplined HR practitioner.

Yeah.

So it was, I took one day a week off for a long time.