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The State of SaaS Go-to-Market l Theory Ventures General Partner Tomasz Tunguz #saas #b2bsaas
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Join us in this insightful episode as seasoned venture capitalist Tomasz Tunguz, General Partner at Theory Ventures shares transformative insights on the current landscape of SaaS Go-To-Market.
Six months ago, security was the number one prohibition preventing businesses and software companies from buying AI. Today it's ROI.
In this episode, Tomasz shares nine observations from a Go-To-Market survey Theory Ventures did with hundreds of startups, 68% of them early-stage, well-funded, mostly mid-market ACV, and 25% remote. Here's what they found:
* We’ve noticed founders are more positive despite sales cycles being 12% longer
* The lengthening sales cycle increases the payback period to offset it
* Startup founders and CEOs have increased their sales team quotas linearly
* AI today has no impact on conversion rate
* AI does not impact ARR growth, even though people who buy AI perceive it as meaningfully contributing to overall efficiency gains
* If you’re considering changing your pricing model, consider creating a hybrid or matrix pricing model. You’ll have six percentage points more of net dollar retention.
00:00 Introduction and Background
00:15 Evolution of Software Sales
01:01 Impact of AI on Software Buying
01:43 Macroeconomic Influences on Software Sales
02:17 New Era of Software Companies
02:53 Sales Development and Market Changes
03:34 Go-to-Market Survey Insights
04:33 Pricing Models and Market Trends
05:39 Founders' Outlook and Sales Cycles
08:22 Challenges in Mid-Market Sales
10:05 Increasing Payback Periods and Sales Quotas
10:40 Founders' Optimism Amidst Market Challenges
11:13 Sales Cycle Lengthening and Buyer Scrutiny
12:05 AI in Sales: Expectations vs. Reality
13:56 The Complexity of AI Implementation
16:27 Pricing Strategies and Their Impact
19:18 Concluding Insights and Recommendations
-----------------------------------------------------------------------------------------------------------------
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
Six months ago, security was the number one prohibition preventing businesses and software companies from buying AI. Today it's ROI.
In this episode, Tomasz shares nine observations from a Go-To-Market survey Theory Ventures did with hundreds of startups, 68% of them early-stage, well-funded, mostly mid-market ACV, and 25% remote. Here's what they found:
* We’ve noticed founders are more positive despite sales cycles being 12% longer
* The lengthening sales cycle increases the payback period to offset it
* Startup founders and CEOs have increased their sales team quotas linearly
* AI today has no impact on conversion rate
* AI does not impact ARR growth, even though people who buy AI perceive it as meaningfully contributing to overall efficiency gains
* If you’re considering changing your pricing model, consider creating a hybrid or matrix pricing model. You’ll have six percentage points more of net dollar retention.
00:00 Introduction and Background
00:15 Evolution of Software Sales
01:01 Impact of AI on Software Buying
01:43 Macroeconomic Influences on Software Sales
02:17 New Era of Software Companies
02:53 Sales Development and Market Changes
03:34 Go-to-Market Survey Insights
04:33 Pricing Models and Market Trends
05:39 Founders' Outlook and Sales Cycles
08:22 Challenges in Mid-Market Sales
10:05 Increasing Payback Periods and Sales Quotas
10:40 Founders' Optimism Amidst Market Challenges
11:13 Sales Cycle Lengthening and Buyer Scrutiny
12:05 AI in Sales: Expectations vs. Reality
13:56 The Complexity of AI Implementation
16:27 Pricing Strategies and Their Impact
19:18 Concluding Insights and Recommendations
-----------------------------------------------------------------------------------------------------------------
Want to join the SaaStr community? We're the 🌎largest community for B2B software.
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