Pierre Wack

Quite right.

We're pulling insights from the legendary Pierre Wack and his pioneering work at Royal Dutch Shell in the 1970s.

Plus, we'll be digging deep into Paul Schoemaker's foundational 1995 MIT Sloan Management Review article, and we're bringing in Peter Schwartz's framework from his book, The Art of the Long View.

And then, and I think this is where it gets highly applicable to your job today, we are fast-forwarding to cutting-edge 2026 frameworks.

The equation balanced perfectly.

But equations only work if the variables behave the way you tell them to.

And this is where Pierre Wack enters the picture.

A fascinating individual.

And so when you do scenarios, it's a very simple practice.

You go and find kind of a network of, Pierre Wack used to call it a network of heretics.

And so a thousand heretics.

And you find people.

Yeah.

We have, we have most of the folks that have been around, uh, Salesforce for quite a while, so they understand the company and its philosophy and really, you know, if you go back, the history of this kind of work started at Shell Scenarios, um, in the '60s and '70s, and the guy who pioneered that, Pierre Wack, he, he really emphasized that you gotta understand the outside world, the macrocosm, what he called, but you also gotta understand the microcosm of the decision-makers you're trying to influence.

So the benefit of being an internal team, even though we're small, and having had this experience across the company is we understand kind of the levers of-

Yeah