In a recent LinkedIn post, Mario Hernandez explores a fundamental shift he believes is underway in B2B software development, questioning whether current products are already becoming outdated due to their underlying assumptions about user engagement. Hernandez posits that the next generation of software should move beyond merely presenting information and instead take on a more active role in completing tasks for the user.
Hernandez begins by sharing an uncomfortable realization stemming from his review of an AI company. He suggests that much of the software being developed today may be rendered obsolete not due to product quality, but because it still requires users to log in, review data, and make decisions. This, he argues, is a paradigm from a previous era of software design.
“That made sense for the last generation of software. The new generation should probably do more of the work.”
The Shift from System of Record to System of Action
The core of Hernandez’s argument centers on the transition from software that merely provides information to software that drives action. He contrasts the old model with the new, stating:
“Old software says: ‘Here are the opportunities you should look at.’ The next generation says: ‘I found the opportunity, identified the right person, prepared the next step, and brought it to you for approval.’”
This, according to Hernandez, represents a far more significant advancement than simply embedding an AI assistant into an existing interface. He believes this evolution transforms a product from a “system of record” into a “system of action,” a concept that has prompted him to re-evaluate his own company’s development strategies.
Challenging the Status Quo in Software Design
For companies building B2B software today, Hernandez poses a critical question: “Does your customer actually want better visibility…or do they want the work handled?” He emphasizes that these are not synonymous product goals. While dashboards are designed to help users understand past events, Hernandez asserts that next-generation agents should be focused on influencing future outcomes.
As Hernandez points out, the distinction is crucial:
“Dashboards help people understand what happened. Agents should help change what happens next.”
He concludes with a strong conviction about which companies are likely to succeed in the upcoming market cycle. In his view, the winners will not be those who merely integrate AI into existing workflows, but rather those who can fundamentally eliminate the workflow altogether by having the software proactively manage the process.
This perspective challenges established software design principles, urging developers to consider whether their solutions empower users with data or autonomously execute tasks on their behalf. The emphasis is shifting from providing tools for decision-making to delivering outcomes through intelligent automation.
📝 About This Content
This article is based on insights shared by Mario Hernandez on LinkedIn.
📅 Originally posted on August 6, 2026 | View original post on LinkedIn →