Workday has experienced significant change over the past several months as financial markets have digested the impact of agentic AI on the entire enterprise SaaS landscape. Workday, once the upstart innovator that helped pioneer cloud software for HR and finance, finds itself redefining the SaaS model it helped popularize.
Concerns about disruption have prompted Workday to make a leadership change, reposition its business strategy and to more clearly articulate what AI can — and cannot — do.
As I’ve noted before, the market increasingly believes the SaaS industry — including system vendors such as Oracle, SAP, and Workday — is being reshaped by AI, particularly agentic AI. The concern is that these AI technologies could reduce customer reliance on subscription-based software. Clearly, as AI-native, industry-specific startups enter the marketplace, competitive pressure is only intensifying. Investors worry that AI agents, by replacing some human labor, will also reduce the dollar value of SaaS subscriptions. They also point to the rise of AI-powered “vibe coding” tools, which could reduce the dependence on traditional enterprise applications.
The question becomes whether systems of record retain a unique and enduring value and whether software economic models will change over time. It is this market analyst’s opinion that systems of record combined with world-class agentic AI can create a sustainable business advantage if executed correctly. It is also unlikely that vibe coding can replicate and maintain what exists in today’s systems of record.
Nevertheless, market perceptions of instability have helped drive Workday’s market cap lower. Clearly, there is also uncertainty in the marketplace about whether Anthropic and OpenAI will be long-term partners — or challengers — for enterprise application vendors.
Against this backdrop, on February 9, Workday Co-founder Aneel Bhusri returned as CEO and chair, replacing Carl Eschenbach, who stepped down. Founder returns are rarely accidental — they typically signal a strategic reset, and indeed Bhusri takes the reins of a company repositioning itself in a new AI-centric landscape.
“We’re now entering one of the most pivotal moments in our history. AI is a bigger transformation than SaaS — and it will define the next generation of market leaders,” Bhusri said at a virtual press event March 12. A key part of his job is to strategically reposition Workday as an AI winner, he explained.
The company has rebranded itself as an enterprise AI platform for managing people, money, and agents. Supporting that effort is the company’s acquisition of Sana AI, an AI company developing agentic AI technology, enterprise knowledge tools and learning platforms.
Combined with Workday’s systems of record, Sana AI is helping Workday make the transition into what the company called an agentic world of work.
Messaging: Workday is ‘agentified’ via Sana
With the combination of Workday and Sana, Workday argues that HR and ERP platforms remain mission-critical systems of record capable of processing transactions with absolute accuracy and speed. This includes the ability to enforce complex security models and comply with regulatory and statutory requirements across multiple countries. Workday believes this level makes systems of record extremely difficult to replicate with AI-generated applications.
However, agentic AI is a game-changer.
Workday is clear that AI will change how workflows are created within Workday, how the platform is consumed and the value customers ultimately get from it.
Bhusri said Workday has entered a new chapter. With the addition of Sana, Workday can once again be an innovation and thought leader, he said.
To explain the shift, Bhusri drew a distinction between legacy enterprise software and AI. He said that legacy Workday systems are deterministic. Meanwhile, AI is probabilistic.
The opportunity, he argued, is to combine enterprise apps that run corporate processes with an AI reasoning engine. It is not meant to replace the system of record — the opportunity is additive, not a substitution.
What agents could mean for Workday
To prove this point, Workday showed examples of its agents and their potential business impact.
The company said agentic HR can fill open roles in days, autonomously run HR processes, and effortlessly make policy changes. Meanwhile, agentic finance can route work between agents, continuously execute quarterly-close tasks, make planning a daily function, and govern spend in real time.
Bhusri believes that adding agentic AI will drive finance organizations that are still on legacy on-premises systems to SaaS — because AI needs to be done in the cloud. While Sana AI continues to solve broader sets of agentic AI processes, Workday has embedded Sana in its platform to create Workday-native agents.
Workday also demonstrated self-service agents designed to reduce support tickets for HR and IT teams.
For example, Workday showed how an agent could create an expense report from email receipts. In another case, an agent created and managed the employee onboarding process. Agents can automatically provide access to a newly recruited team member or add them to the regular meetings lists.
But these agentic updates are a prelude to bigger changes. Workday said its agentic AI deployments could eventually make its platform the last piece of software new employees need to learn, as AI agents handle tasks across many systems behind the scenes.
From subscription to consumption
One of the big changes brought about by the shift from on-premises applications to SaaS delivered models was the move from buying software as capital — via licenses — to treating it as an operating expense through subscriptions. This dramatically changed how software was sold and how value was measured.
Workday is now flipping its business model with the help of Sana. And this will matter to CIOs, who will have to explain this shift to their organizations.
Instead of subscriptions, Workday is moving to a consumption model. Here, the economics shift to the business outcome model. To make this work — and again this will matter to CIOs – Workday is moving to a flex-credit model, where organizations use credits only as they achieve economic value.
For existing customers, this usage-based outcome model will obviously be a shift over time. Similar to the transition from on-premises to cloud, both customers and investors will need time to catch up with the implications of this change.
Can SaaS vendors execute fast enough?
Markets have it right that agentic AI is creating a tectonic shift for vendors and customers.
For years, software vendors have struggled to prove ROI from their software. But if agents take on repetitive work, the value may become clearer and easier to measure.
However, this will require that systems-of-record vendors, like Workday, seize the moment — acquiring what they are missing and integrating it at warp speed.
In many respects, the Sana AI deal resembles a reverse acquisition. And for this acquisition to work for customers, Workday will need to retain key Sana leadership — which can be tricky to do after a lockup period, when founders and early leaders are now rich.
So the markets may be partially correct in questioning whether traditional SaaS vendors can make this transition fast enough, and CIOs need to be ready to re-evaluate their SaaS purchases based on measurable business outcomes rather than traditional subscription value.
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