Email: Harness margins 🤖, AI kingmakers 👑, Mercury Books 📊

Subject:
Harness margins 🤖, AI kingmakers 👑, Mercury Books 📊
Received:
9/18/2026, 12:11:33 PM
From:
"TLDR Founders" <dan@tldrnewsletter.com>
To:
silk.theater.56@fwdnl.com
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&lt;div style="display: none; max-height: 0px; overflow: hidden;"&gt;The right harness can cut the cost of the same result by 71% without a loss of accuracy. This presents an opportunity for the next generation&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;‌&nbsp;&lt;/div&gt;































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&lt;h1&gt;&lt;strong&gt;&nbsp;TLDR Founders &lt;span id="date"&gt;2026-09-18&lt;/span&gt;&lt;/strong&gt;&lt;/h1&gt;
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                                        &lt;strong&gt;Dreamforce promised an agentic CRM. Lightfield has already built it (Sponsor)&lt;/strong&gt;
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                                    Today's most popular CRM is a database with a UI. But the companies of the future are agent-first, and agents need more context. They need a world model of your business.&lt;p&gt;&lt;/p&gt;&lt;p&gt;&lt;a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Flightfield.app%2F%3Futm_source=TLDR%26utm_medium=newsletter%26utm_campaign=2026-09-11_Primary_Lightfield%26utm_content=Body_lightfield/1/010001a0b46ddcdd-a4fb07e3-b7d6-4318-8fad-6c657a1f751e-000000/qJU2Cuf2citHTjODAuGKk-wRAXT2D647Odg_c6Qkm8E=452" rel="noopener noreferrer nofollow" target="_blank"&gt;&lt;span&gt;Lightfield&lt;/span&gt;&lt;/a&gt; is the &lt;a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Flightfield.app%2F%3Futm_source=TLDR%26utm_medium=newsletter%26utm_campaign=2026-09-11_Primary_Lightfield%26utm_content=Body_crm_engineered_future/1/010001a0b46ddcdd-a4fb07e3-b7d6-4318-8fad-6c657a1f751e-000000/6_NvXalpGf-TMytyBp4SDj4wnT8cRNeEJeDDSHnIkag=452" rel="noopener noreferrer nofollow" target="_blank"&gt;&lt;span&gt;CRM engineered for the future&lt;/span&gt;&lt;/a&gt;. It updates itself from every call, email, meeting, and Slack thread, and connects everything to the people, deals, and accounts they changed.&lt;/p&gt;

&lt;p&gt;Lightfield agents find prospects that look like your best customers, book the meetings, capture action items, diagnose your funnel - and learn from your best sellers to codify what works.&lt;/p&gt;

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&lt;h1&gt;&lt;strong&gt;Headlines &amp; Trends&lt;/strong&gt;&lt;/h1&gt;
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&lt;span style="font-family: &quot;Helvetica Neue&quot;, Helvetica, Arial, Verdana, sans-serif;"&gt;
                                    The right harness can cut the cost of the same result by 71% without a loss of accuracy. This presents an opportunity for the next generation of software applications. State-of-the-art models can be expensive to use, but a good harness can reduce costs enough for them to be a viable option. An effective harness requires deep customer understanding, a collection of relevant evals, and a factory for automating hill-climbing.
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                                        &lt;strong&gt;The New Kingmakers (2 minute read)&lt;/strong&gt;
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                                    Revenue scale is no longer sufficient when raising a round. What actually matters is how many top AI-native companies use, love, and embrace your products and profess undying loyalty to you. AI-native companies are the hardest customers to win, so they are the leading indicator. Revenue can be bought, but loyalty from a kingmaker can't be manufactured.
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                                        &lt;strong&gt;Pulley, a Carta rival, is shutting down (2 minute read)&lt;/strong&gt;
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&lt;span style="font-family: &quot;Helvetica Neue&quot;, Helvetica, Arial, Verdana, sans-serif;"&gt;
                                    Pulley raised more than $50M to compete with Carta. Now it's shutting down and directing customers to that same competitor. The cap-table startup closes December 8, giving customers about twelve weeks to move. A former employee speculated that spreadsheets, increasingly improved with AI, were a bigger competitive problem than Carta itself. If you use Pulley, start checking the migration details now, especially which records transfer automatically and what you'll need to export yourself.
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&lt;h1&gt;&lt;strong&gt;Strategies &amp; Tactics&lt;/strong&gt;&lt;/h1&gt;
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                                        &lt;strong&gt;Inside 12 months of AI search experiments (8 minute read)&lt;/strong&gt;
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&lt;span style="font-family: &quot;Helvetica Neue&quot;, Helvetica, Arial, Verdana, sans-serif;"&gt;
                                    HubSpot spent twelve months testing what gets a company found in AI search. Adding an llms.txt file did nothing, while 92% of its highly specific industry and use-case pages eventually earned citations. A page-speed overhaul increased AI crawler visits by 1,600%, and qualified leads from AI search rose 1,850% over the year. The experiments give teams somewhere concrete to start. Track whether the content brings qualified leads, though, because more crawler visits alone won't tell you whether it's working.
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                                &lt;a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Flinks.tldrnewsletter.com%2F3ufJ7S/1/010001a0b46ddcdd-a4fb07e3-b7d6-4318-8fad-6c657a1f751e-000000/c7Tywj-nsKwFp0iS7jomFoTKzKoP2pdKDI9MykUHTzU=452"&gt;
                                    &lt;span&gt;
                                        &lt;strong&gt;Why would someone pay for your app when AI does it for free? (16 minute read)&lt;/strong&gt;
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&lt;br&gt;
&lt;span style="font-family: &quot;Helvetica Neue&quot;, Helvetica, Arial, Verdana, sans-serif;"&gt;
                                    Your customer can ask ChatGPT for a lesson. Getting them to practice again tomorrow is a different problem. This article suggests comparing your app's main use case with what someone can do in a blank chat window, then looking at what's missing. Does your app remember their progress, organize what comes next, or give them someone to practice with? Those are reasons to keep using it even when the answers are available elsewhere. If you're struggling to explain why someone should pay, try the comparison yourself.
                                &lt;/span&gt;
&lt;/span&gt;
&lt;/div&gt;
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&lt;div style="text-align: center;"&gt;&lt;span style="font-size: 36px;"&gt;⚒️&lt;/span&gt;&lt;/div&gt;&lt;/div&gt;
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&lt;div style="text-align: center;"&gt;

&lt;h1&gt;&lt;strong&gt;Tools &amp; Resources&lt;/strong&gt;&lt;/h1&gt;
&lt;/div&gt;
&lt;/div&gt;
&lt;/td&gt;&lt;/tr&gt;&lt;/tbody&gt;&lt;/table&gt;

&lt;table style="table-layout: fixed; width: 100%;" width="100%"&gt;&lt;tbody&gt;&lt;tr&gt;&lt;td style="padding:0;border-collapse:collapse;border-spacing:0;margin:0;" valign="top"&gt;

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                                &lt;a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Fadvertise.tldr.tech%2F%3Futm_source=tldrfounders%26utm_medium=newsletter%26utm_campaign=secondary09182026%26sp=VBPK0vk9rqczx4UVEZdSNBEx/1/010001a0b46ddcdd-a4fb07e3-b7d6-4318-8fad-6c657a1f751e-000000/72CtA_4hovU7wItDtmFbEoyU0ZiMFu1R0pR5OFYMqpI=452"&gt;
                                    &lt;span&gt;
                                        &lt;strong&gt;Reach 8 million tech professionals reading TLDR (Sponsor)&lt;/strong&gt;
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&lt;span style="font-family: &quot;Helvetica Neue&quot;, Helvetica, Arial, Verdana, sans-serif;"&gt;
                                    Ads get ignored on social media but not in TLDR! Reach developers, PMs, marketers, founders and other tech leaders where they actually pay attention. &lt;a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Fadvertise.tldr.tech%2F%3Futm_source=tldrfounders%26utm_medium=newsletter%26utm_campaign=secondary09182026%26sp=VBPK0vk9rqczx4UVEZdSNBEx/2/010001a0b46ddcdd-a4fb07e3-b7d6-4318-8fad-6c657a1f751e-000000/walCGixsz3C_CvKoy4y-Yznor4bb9dm1DyseoND3es8=452" rel="noopener noreferrer nofollow" target="_blank"&gt;&lt;span&gt;Learn more about sponsorship opportunities&lt;/span&gt;&lt;/a&gt;.
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                                &lt;a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Fmercury.com%2Fbooks%3Futm_source=tldrfounders/1/010001a0b46ddcdd-a4fb07e3-b7d6-4318-8fad-6c657a1f751e-000000/e-8VLFTKRJJREjLGu0HwGSmCTpqdd-qMtZvDt4rRRA0=452"&gt;
                                    &lt;span&gt;
                                        &lt;strong&gt;Mercury Books (Website)&lt;/strong&gt;
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&lt;span style="font-family: &quot;Helvetica Neue&quot;, Helvetica, Arial, Verdana, sans-serif;"&gt;
                                    Mercury Books brings AI-powered accounting to Mercury. It can generate P&amp;L, cash flow, and balance sheet reports using Mercury data and data from external financial platforms. The product was co-designed alongside accountants from leading firms. Existing Mercury customers can get started with Books in minutes.
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                                &lt;a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Fcolumn.com%2Flaunch%2F%3Futm_source=tldrfounders/1/010001a0b46ddcdd-a4fb07e3-b7d6-4318-8fad-6c657a1f751e-000000/feLpY8VShE_F8uflNKrO_5GqfbBOxvyXXizkvVglPL0=452"&gt;
                                    &lt;span&gt;
                                        &lt;strong&gt;Column is releasing four new products (3 minute read)&lt;/strong&gt;
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&lt;span style="font-family: &quot;Helvetica Neue&quot;, Helvetica, Arial, Verdana, sans-serif;"&gt;
                                    USDC and USDT are now completely interoperable with the US dollar and every underlying US and international payment rail on Column. Column has built its own card issuer processor, allowing its customers to launch and run card programs with one integration. Column customers can now issue US dollar accounts and cards to verified customers globally. They can also receive, hold, and send foreign currencies in individually numbered accounts with connections to international instant payment systems like SEPA Instant.
                                &lt;/span&gt;
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&lt;/td&gt;&lt;/tr&gt;&lt;/tbody&gt;&lt;/table&gt;

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&lt;span&gt;
                                &lt;a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Flinks.tldrnewsletter.com%2FsHRlrj/1/010001a0b46ddcdd-a4fb07e3-b7d6-4318-8fad-6c657a1f751e-000000/5n1wuaUIXi5gPvxvetBVbOGxeiOQlU4rcSZ2QiLvNtI=452"&gt;
                                    &lt;span&gt;
                                        &lt;strong&gt;Reimagining advertising with AI (4 minute read)&lt;/strong&gt;
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&lt;br&gt;
&lt;span style="font-family: &quot;Helvetica Neue&quot;, Helvetica, Arial, Verdana, sans-serif;"&gt;
                                    A customer can now ask an ad questions before visiting your website. OpenAI is testing Sponsored Agents with select US advertisers, letting users talk with a business-sponsored agent before clicking through to buy. It's also adding ChatGPT Ads integrations to HubSpot and Shopify. That moves some of the selling into the ad itself. If you get access to the test, your product information and the agent's answers will need as much attention as the creative and landing page.
                                &lt;/span&gt;
&lt;/span&gt;
&lt;/div&gt;
&lt;/td&gt;&lt;/tr&gt;&lt;/tbody&gt;&lt;/table&gt;

&lt;/td&gt;&lt;/tr&gt;&lt;/tbody&gt;&lt;/table&gt;


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&lt;div style="text-align: center;"&gt;&lt;span style="font-size: 36px;"&gt;🎁&lt;/span&gt;&lt;/div&gt;&lt;/div&gt;
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&lt;div style="text-align: center;"&gt;&lt;strong&gt;&lt;h1&gt;Miscellaneous&lt;/h1&gt;&lt;/strong&gt;&lt;/div&gt;
&lt;/div&gt;
&lt;/td&gt;&lt;/tr&gt;&lt;/tbody&gt;&lt;/table&gt;

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&lt;table align="center" border="0" cellpadding="0" cellspacing="0" width="100%"&gt;&lt;tbody&gt;&lt;tr&gt;&lt;td class="container" style="padding: 15px 15px;"&gt;
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&lt;span&gt;
                                &lt;a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Fwww.onlycfo.io%2Fp%2Fpulley-is-winding-down-what-happened%3Futm_source=tldrfounders/1/010001a0b46ddcdd-a4fb07e3-b7d6-4318-8fad-6c657a1f751e-000000/hTKEQ4ljRhHBfSUSSlL85tcHGe2hnB4r_t86hFUK4xc=452"&gt;
                                    &lt;span&gt;
                                        &lt;strong&gt;Pulley is “Winding Down” | What Happened? (8 minute read)&lt;/strong&gt;
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&lt;br&gt;
&lt;span style="font-family: &quot;Helvetica Neue&quot;, Helvetica, Arial, Verdana, sans-serif;"&gt;
                                    Many founders are getting tired right now. They raised and built in a pre-AI world. Many want to build something else for a post-AI world. This can be a big opportunity for many companies that are in a strong financial position.
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&lt;/span&gt;
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&lt;/td&gt;&lt;/tr&gt;&lt;/tbody&gt;&lt;/table&gt;

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                                &lt;a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Fthefounderplaybook.hustlefund.vc%2Fp%2Fhow-to-lead-a-startup-team%3Futm_source=tldrfounders/1/010001a0b46ddcdd-a4fb07e3-b7d6-4318-8fad-6c657a1f751e-000000/J0Euu4pJ_j-b57tyq0-GbaWzqRU_wjMb3SFCVCZK48s=452"&gt;
                                    &lt;span&gt;
                                        &lt;strong&gt;Why Does Your Team Think You're a Worse Manager Than You Do? (4 minute read)&lt;/strong&gt;
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&lt;br&gt;
&lt;br&gt;
&lt;span style="font-family: &quot;Helvetica Neue&quot;, Helvetica, Arial, Verdana, sans-serif;"&gt;
                                    You suggest a new feature during a meeting. A week later, someone has built it, and the project you actually needed is behind. You thought you were sharing an idea, but they thought you were giving them a task. This is one reason founders and their teams can disagree about how well things are managed. Tell people whether you're asking for opinions or assigning work. When you do add a task, explain how it ranks against what they're already doing.
                                &lt;/span&gt;
&lt;/span&gt;
&lt;/div&gt;
&lt;/td&gt;&lt;/tr&gt;&lt;/tbody&gt;&lt;/table&gt;

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                                &lt;a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Flinks.tldrnewsletter.com%2FMlxgt3/1/010001a0b46ddcdd-a4fb07e3-b7d6-4318-8fad-6c657a1f751e-000000/BGDgIgeJt61mQAPclOeCxDbUTnfpajiX7xE0Dsc8jPU=452"&gt;
                                    &lt;span&gt;
                                        &lt;strong&gt;How to Raise Venture Capital Chapter 1: The Speed Run (13 minute read)&lt;/strong&gt;
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&lt;br&gt;
&lt;br&gt;
&lt;span style="font-family: &quot;Helvetica Neue&quot;, Helvetica, Arial, Verdana, sans-serif;"&gt;
                                    One investor wants an answer by Friday. Another can't meet until next month. You can end up choosing before you know who else is interested. This fundraising guide explains how to avoid that by building relationships early, then scheduling your pitch meetings close together so investors can reach decisions around the same time. Aim to finish the raise before you're down to six months of cash. Even after you accept a term sheet, investors still need to complete their checks and finalize the paperwork before the money reaches your account.
                                &lt;/span&gt;
&lt;/span&gt;
&lt;/div&gt;
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&lt;div style="text-align: center;"&gt;&lt;span style="font-size: 36px;"&gt;⚡&lt;/span&gt;&lt;/div&gt;&lt;/div&gt;
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&lt;div style="text-align: center;"&gt;

&lt;h1&gt;&lt;strong&gt;Quick Links&lt;/strong&gt;&lt;/h1&gt;
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                                &lt;a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Fliamnugent.me%2Fposts%2Fwhat-you-dont-build%2F%3Futm_source=tldrfounders/1/010001a0b46ddcdd-a4fb07e3-b7d6-4318-8fad-6c657a1f751e-000000/bnMePg1GeqTMAVhhT9nID3_ymzF5otcUirGK7cTcZTs=452"&gt;
                                    &lt;span&gt;
                                        &lt;strong&gt;The most important product decision is what you don't build (8 minute read)&lt;/strong&gt;
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&lt;br&gt;
&lt;br&gt;
&lt;span style="font-family: &quot;Helvetica Neue&quot;, Helvetica, Arial, Verdana, sans-serif;"&gt;
                                    Be extremely choosy about what you add to a system and be militant about taking things out.
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&lt;/span&gt;
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&lt;/td&gt;&lt;/tr&gt;&lt;/tbody&gt;&lt;/table&gt;

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                                    &lt;span&gt;
                                        &lt;strong&gt;The Curation Problem (8 minute read)&lt;/strong&gt;
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&lt;br&gt;
&lt;span style="font-family: &quot;Helvetica Neue&quot;, Helvetica, Arial, Verdana, sans-serif;"&gt;
                                    AI accelerates product development, but teams risk prioritizing speed over meaningful outcomes, leading to feature bloat.
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&lt;/span&gt;
&lt;/div&gt;
&lt;/td&gt;&lt;/tr&gt;&lt;/tbody&gt;&lt;/table&gt;

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                                &lt;a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Favivbenyosef.com%2Fmaximizing-return-on-feedback%2F%3Futm_source=tldrfounders/1/010001a0b46ddcdd-a4fb07e3-b7d6-4318-8fad-6c657a1f751e-000000/38Z2Jh1A7Ca5a9p7_ovlxJ-Dq9TZss3-IzstXS1WL14=452"&gt;
                                    &lt;span&gt;
                                        &lt;strong&gt;Maximizing Return-on-Feedback (5 minute read)&lt;/strong&gt;
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&lt;br&gt;
&lt;br&gt;
&lt;span style="font-family: &quot;Helvetica Neue&quot;, Helvetica, Arial, Verdana, sans-serif;"&gt;
                                    When you let it be known that someone gave you feedback, and they see how you accepted and thanked the person who gave it, you normalize the behavior and make it safer for others to do the same.
                                &lt;/span&gt;
&lt;/span&gt;
&lt;/div&gt;
&lt;/td&gt;&lt;/tr&gt;&lt;/tbody&gt;&lt;/table&gt;

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                                    &lt;span&gt;
                                        &lt;strong&gt;No Code Is Code: Zapier CEO Wade Foster on Headless Tools, Zapier MCP &amp; Automation Bench (73 minute read)&lt;/strong&gt;
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&lt;br&gt;
&lt;br&gt;
&lt;span style="font-family: &quot;Helvetica Neue&quot;, Helvetica, Arial, Verdana, sans-serif;"&gt;
                                    Zapier CEO Wade Foster discusses the evolution of no-code automation into tools like Zapier MCP, focusing on integrating with users' daily AI drivers like Cursor.
                                &lt;/span&gt;
&lt;/span&gt;
&lt;/div&gt;
&lt;/td&gt;&lt;/tr&gt;&lt;/tbody&gt;&lt;/table&gt;

&lt;/td&gt;&lt;/tr&gt;&lt;/tbody&gt;&lt;/table&gt;





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&lt;p style="padding: 0; margin: 0; font-size: 22px; color: #000000; line-height: 1.6; font-weight: bold;"&gt;
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