Henry Schuck, CEO of ZoomInfo, just posted his read on where B2B pricing is going. His summary, after talking to the world’s most expensive consultants and hundreds of his own customers: nobody knows. Not the experts, not the customers, and the answer keeps changing week to week. But sitting still is not a strategy, it’s…
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Consistency is one of the biggest challenges with enterprise sales. This hasn’t changed at all in the Age of AI. In fact, it’s almost worst, because the best in B2B+AI are scaling faster than ever. Replit is hiring 250+ sales reps this year, up from just a handful the year before, as one example. This…
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Dear SaaStr: Do salespeople add to the value received by customers? They do in the enterprise. At least the good ones do. That’s what a lot of founders miss if they haven’t worked with great mid-market and enterprise sales execs before. Let’s break sales down into 2 types: transactional and solution sales. In transactional sales,…
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Six years ago, BigCommerce was the credible number two to Shopify in ecommerce software. Not a niche player. The only standalone, pure-play public alternative to Shopify that a public market investor could buy. It was more B2B but worryingly, wasn’t growing faster on a percentage basis from a smaller base. Meritech’s IPO breakdown in July…
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I saw about 10 CROs leave or get fired the past 12 months across the startups I work with or have invested in at SaaStr Fund. That’s a lot. That’s actually a ton. It may be a record. I suspect it is. AI is the root cause of some of it. As many startups as…
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Dear SaaStr: How Long is a Venture Round Supposed to Last? I think like many venture axioms, founders get often get bad advice here out of good solid rules. The classic rule was “18-24 months”. In boom times, it’s still true … it’s just the frenzy to get into hot deals means most VCs care…
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Plus the math that has to be true for AI to reach $600B in revenue: $100K of tokens per engineer, and 30% fewer engineers. A heavy week on 20VC x SaaStr with Harry Stebbings, Rory O’Driscoll and Jason Lemkin: SpaceX closed its $60B all-stock takeover of Cursor Stripe bought OpenRouter for around $7B, four months…
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Dear SaaStr: Growth Has Slowed and My VP of Sales is Pushing Me To Hire More Reps. Is That The Right Way to Go? No. Not 9+ times out of 10. Probably 9.8 times out of 10. It’s a desperation move. In fact, the #1 sign your CRO / VP of Sales is really struggling…
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Amjad Masad, founder and CEO of Replit, posted the other day: “I thought I hated sales culture. By the end of this year, more than half my company will be salespeople.” He goes on: for most of the last decade he was a typical tech guy. Build a good product, put it on the internet,…
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Did you hire a good enough VP? 4 part test: – who great did they hire in the first 60 days?– did their #1 key metric improve?– did they take part of the job off your plate?– does the team believe? If they don't pass the 4 part test, they aren't good enough — Jason…
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When a 9 year partnership … breaks down in the Agent Era. Podium co-founder and CEO Eric Rea posted last week that ServiceTitan gave roughly 1,000 shared customers about 30 days’ notice that the Podium integration was being switched off, in the middle of peak HVAC season, after nine years as a partner. ServiceTitan says…
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Dear SaaStr: How Do You Build a Real Exit Strategy? First, bear in mind acquisitions are relatively rare. The vast majority of startups will never get one strong acquisition offer. Still, it’s not random. I’ve been through it twice as a founder and about ten times as an investor. OpenRouter is joining Stripe: https://t.co/hiH0kDB3hG. As…
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Everyone agrees you have to build with AI now. That argument is over. The unsettled questions are what a product built on agents is supposed to measure, and what stops a foundation model from doing to you next quarter what you just did to your own category. Adam Guild has been running that experiment at…
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"The top mistakes CROs make when they pick their next role: #1. Needing to be too passionate about the space#2. Don't do enough diligence on fit for their skills#3. Don't listen to enough calls before they start" pic.twitter.com/XaVCGouUnJ — Jason ✨👾SaaStr.Ai✨ Lemkin (@jasonlk) August 20, 2026   So over the years I’ve watched, unfortunately, so…
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Dear SaaStr: Can A Great Sales Rep Sell Any B2B Product? No. Not really in software. At least not well. Although many think they can. Too many. The very, very best in SaaS that are truly curious can often sell almost any product well. But this is a narrow group of the best of the…
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