Tag: payments

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Aging AI Business Living

The Being Phase

There is a metric making the rounds in technology investing circles that is, on its face, about market share and revenue concentration. Alex Sacerdote of Whale Rock Capital calls it the New Rule of 40 for AI. The formula is simple: take the percentage of a company’s sales derived from AI, add its percentage market share in that AI category, and if the sum reaches 40, you have a winner. Celestica, a company most people have never heard of, scores extraordinarily well. It owns somewhere between half and sixty percent of the cloud Ethernet white-box switch market. NVIDIA doesn’t need a formula. It simply is what it is.

Sacerdote designed the metric to cut through a specific kind of noise — the companies claiming AI exposure they don’t actually have, the giants whose AI revenue hovers at one or two percent of their base while their press releases suggest otherwise. The framework is a detector. It finds the companies that have stopped becoming AI infrastructure and started simply being it.

I found myself less interested in the companies than in that distinction.

I spent years at Visa watching a network that had long since crossed that threshold. By the time I arrived, Visa wasn’t becoming the global payments infrastructure. It was the global payments infrastructure. The work was real — fraud detection, modeling, the daily labor of keeping something enormous running — but the existential question had been settled before I got there. The network existed. Merchants accepted it because cardholders carried it. Cardholders carried it because merchants accepted it. That loop had been closing for decades. We were custodians of a fait accompli.

There’s a particular feeling to working inside something that has already won. It’s not complacency exactly. The problems are genuine and the stakes are high. But the uncertainty has a different quality — it’s operational uncertainty, not existential uncertainty. You’re not asking whether the thing will survive. You’re asking how to run it well.

I didn’t have language for that distinction then. Sacerdote’s metric gives me some. The companies that score highest on his New Rule of 40 have resolved their existential question. They’re not fighting for position. They’re administering a position already held.

The question that has followed me out of that career, and out of several decades of watching technology cycles turn, is simpler and more personal than any investment framework.

When did I cross that line myself?

I have been writing at sjl.us since 2001. That’s not a boast — it’s a data point. Twenty-five years of thinking out loud, of ideas arriving rather than being argued, of the specific memory as structural anchor. The blog is not becoming anything. It is what it is: a record of a mind moving through time, accumulated into something that has its own weight and shape.

The book on payments systems exists. The career at Visa exists. The photographs exist. The train journeys exist. The years in Dayton exist, and the years on the Peninsula, and the particular way the light falls on the California coast at Pescadero in the late afternoon — when the fog is still offshore and the hills are improbably green and everything goes briefly, completely quiet, as if the world is deciding whether to continue.

These are not things I am building toward. They are things I am.

Sacerdote would say I have high market share in a specific category. The category is small — one person, one particular configuration of experience and attention and accumulated knowing — but the share is essentially total. There is no competitor for the position of having lived this particular life. The moat is absolute. The switching costs are infinite.

I used to find that thought melancholy. The narrowing as loss. The aperture closing on what remains.

I’m not sure I find it melancholy anymore.

The L-Curve, Sacerdote says, is a long flatline followed by a vertical explosion. The tinkering phase, then the moment of lift. He means it as a description of demand curves for technology infrastructure. But I recognize the shape from somewhere closer. The long middle of a life, building and becoming, and then the morning you wake up and realize the building is substantially done. What remains is the being.

That’s not an ending. It’s a different kind of beginning.

Sacerdote’s metric will eventually stop working. All frameworks do. The AI infrastructure cycle will mature, the L-Curves will flatten, and some new measure will emerge to find the next thing that is just beginning to become what it will be. That’s the nature of markets. The detector has to change as the signal changes.

But there’s a complication worth naming. Analysts at Citadel Securities published a note recently observing that even the most powerful technologies must pass through the prosaic discipline of cost curves, capacity constraints, and marginal returns. Token bills are arriving unexpectedly. Compute is scarce. The vision of AI as ubiquitous, frictionless, and immediate is colliding with physical reality. Their conclusion: asset prices will periodically be forced to reconcile ambition with physical constraint.

That’s not a refutation of Sacerdote. It’s a reminder that feeling like you’ve arrived and having actually arrived are different things. The being phase has to be load-tested. The position has to hold under pressure.

I think about the fiber optics Corning is laying into the massive data center clusters — ultra-thin, bendable, carrying more light than anything that came before. The cable doesn’t know it’s infrastructure. It just carries what it’s given, at the speed it’s capable of, across whatever distance is required. It doesn’t matter what the cable believes about itself. What matters is whether the light actually moves.

That seems right to me. You become what you are over a long time, largely without noticing. And then one day someone builds a metric that accidentally describes your life, and you recognize yourself in it, and you think: yes. That’s the shape of it. High concentration. High share. A moat that deepened while you were looking elsewhere.

But the moat still has to hold.

The being phase, it turns out, is not the end of something. It’s the proof that something was built. And the daily question — for companies, for infrastructure, for a person in his late seventies still writing, still paying attention — is whether what was built is actually load-bearing.

You don’t get to stop finding out.

Categories
AI Books Writing

The Tax We No Longer Have to Pay

When Carol Coye Benson and I sat down to write Payments Systems in the U.S., one of the first problems we had to solve wasn’t about payments. It was about history.

To understand why the ACH network works the way it does, or why checks persisted decades longer than anyone expected, you need the institutional sediment underneath — the regulatory decisions, the failed experiments, the path dependencies baked in by choices made in the 1970s that nobody thought would still matter in the 2000s. The history is the explanation. Strip it out and you have a description of current practice with no account of why it exists or what it cost to get there.

But history takes pages. And pages test a reader’s patience. So you compress. You make judgment calls about what survives the cut and what gets left behind, and you make those calls knowing that every omission is a bet — a bet that the reader can follow without it, that the thread holds without that particular knot.

Writing it taught me something. The act of compressing, of finding the minimum sufficient version of a complex thing, forces a clarity that living inside the complexity never quite delivers. You don’t fully know what you understand until you have to say it precisely enough for someone else to follow.

But compression is always a loss. You feel it as you write. The version in the book is thinner than the thing you know.

Garry Tan uses a term — “tokenmaxxing” — that initially sounds like jargon from a performance optimization thread. The idea is simple: don’t be stingy with context. Give the model everything. Every source document, every relevant article, every piece of background that a human reader would never sit still for. Let it synthesize rather than guess.

The instinct it runs against is deep. We have spent decades building information systems around compression — search engines that retrieve rather than ingest, executive summaries that stand in for reports, one-pagers that distill months of work into something a decision-maker can absorb in four minutes. All of it was a rational response to a real constraint: human attention is finite and expensive. You couldn’t afford to read everything, so you built filters. The whole architecture of how organizations manage information was designed around that limit.

Tokenmaxxing is a bet that the limit has moved.

The model can read everything. The cost of giving it full context — the uncompressed history, the original sources, the institutional sediment — is low enough now that filtering before the model sees it may introduce more error than it prevents. You’re potentially discarding signal when you summarize for the model the way you’d summarize for a human. The model doesn’t need the one-pager. It can handle the report.

This doesn’t dissolve the need for curation entirely. More context isn’t always better — models can lose the thread in noise the same way humans do, just differently. The skill shifts from summarizing to selecting: not what’s the minimum version of this but what’s actually worth including. Different judgment, still essential.

But the deeper change is upstream of any particular project. The compression we built into every research process, every briefing, every book — that was never the goal. It was the tax we paid for human cognitive limits. Part of the process doesn’t pay that tax anymore.

When I think about writing that payments book today, I don’t think the book itself would change much — it still has human readers with finite patience. But the map we drew before writing it, the synthesis work, the “what connects to what across fifty years of regulatory history” work — that could happen at a different depth now. The understanding you bring to the writing can be informed by everything, not just the subset you had time to read.

The payments book was written entirely for humans, with all the compression that implies. But Tyler Cowen just published what he calls a “generative book” — 40,000 words released free online, paired on the same screen with a Claude interface so readers can discuss, interrogate, and extend it in real time. He’s writing for both audiences simultaneously now. The human reader and the model that will help that reader go deeper. The text is optimized not just to be understood but to be used — as context, as a jumping-off point, as raw material for a conversation that the author won’t be in.

That’s a different kind of writing. Not better or worse. Different. The compression decisions change when one of your readers has no patience to protect.

Writing still clarifies thinking. That part hasn’t changed. But what you’re clarifying, and who you’re clarifying it for, is quietly expanding.

Categories
Payments

Random Deposit

In the early days of PayPal there was an important need to be able to ensure that the user had control of the bank account she was linking to her PayPal account. There was no commercial service that provided this and banks certainly weren’t interested in verifying user information so that PayPal could enable alternative payments.

What Sanjay Bhargava came up with was basic but quite clever: sending to the user’s bank account two random deposits of amounts much less than $1.00 each and requiring the user to login to their bank account, see the amounts of the two deposits and enter those amounts into PayPal. A simple, effective and clever solution!