How Personio’s CRO Built an AI-Powered Go-To-Market in Just 6 Months: 5 Lessons and 5 Mistakes
Philip Lacor is the CRO of Personio, a $3B+ HR and payroll platform with 1,500 employees, 15,000 customers, and a 400-person sales team. He shared their AI transformation journey at SaaStr AI London — and the learnings are a masterclass for any revenue leader trying...
The Rise of Invisible Unemployment in Tech: 2026 Will Be The Year When Everything Really Changes
Invisible Unemployment is going to really pick up in tech in 2026. It’s already here. It just doesn’t show up in the numbers yet. And yes, it’s fueled by AI—but not in the way most people think. The unemployment rate in tech looks fine on paper....
Your #1 Job For January? Deploy An AI Agent — Yourself. Hands On Keyboard
We just did a deep dive with Lenny Rachitsky on what we’ve learned deploying 20 AI agents at SaaStr. And I want to share what I think is the single most important piece of advice for any sales, marketing, or GTM leader heading into 2025: Pick one AI agent....
Your Job In AI + B2B in 2026: Grab The Tailwinds, For Real. It’s Not Too Late. But It’s Different. (Updated with Video)
The B2B market in 2025/2026 is experiencing a paradox that every founder, CEO, and investor needs to understand: there’s more capital, more budget, and more opportunity than ever before. But the thing is .. that incremental B2B budget it’s not evenly...
Right Now, Managing AI Agents is About as Much Work as Managing Humans. Just Different Work.
Here’s something almost nobody tells you when you deploy your first AI agent: you’re not eliminating management overhead. You’re trading one type of work for another. It’s different work. But it requires about as much time for oversight,...
Jason + Lenny are Back!! “The Real Future of AI in Sales”
So in early 2024, Lenny Rachitsky invited us on to Lenny’s podcast for what became an iconic deep dive on sales and GTM. How and who to hire, the classic GTM and sales mistakes we all make, and more. It was great. It was also … an entire era ago. The end of the...
We’re Literally Just Getting Started in AI + B2B. Here’s Why 2026 Is When It Gets Real.
I know, I know. You’ve been hearing about “AI transforming B2B” for two years now. Your LinkedIn feed is drowning in it. Every vendor has slapped “AI-powered” on their homepage. But here’s the thing: we’re actually just now...
The 10 Rules For Hiring a VP of Sales in the Age of AI
The plays are the same — but the rules have changed. Here’s what actually matters now. We’ve been writing about hiring VPs of Sales / CROs for 12+ years (!) at SaaStr. We’ve said — and it’s still true — that about 70% of first VP Sales hires...
The Quirky Math Behind M&A Pricing in Tech: Why $125M ARR Can Be Worth $2B+… And Then Disappear
M&A pricing can be a weird thing Meta buys Manus for $2B+ at $125m ARR Then likely … abandons all that revenue. It is a distraction, and in the end, immaterial to Meta’s revenues. Whatever Meta does with it, it likely won’t be investing more in the current product...
OpenAI’s GTM Lead Maggie Hott: No Commissions, 100% Pilot Win Rates, and the Race Against Incumbents
Most of what you hear about sales hiring is recycled advice: look for humility, avoid blamers, hire for grit. Fine. True. Not interesting. But buried in a recent conversation with Harry Stebbings and Maggie Hott — OpenAI’s GTM leader who built ChatGPT Enterprise...
Can You Really Grow in 2026 if You Aren’t Tapping into AI Budget?
Can you really grow in B2B in 2026 if you aren’t tapping into AI budget? The short answer: Probably not. Here’s the real data. It may in fact be your last, best change to tap into it. Something fundamentally different happened in 2025. AI budgets stopped being...
One Reason The Best AI B2B Startups Are Growing So Quickly: Truly Insane Value
We talk a lot about what’s driving the fastest-growing AI startups. Is it the technology? The timing? The TAM expansion? All of that matters. But it’s also something that’s easy to overlook because it’s almost too obvious: The best AI B2B startups...
Nvidia Created 27,000 Millionaires Already. What It Teaches Us About Getting Rich. And The Power of Going Long.
There’s a lot of advice out there about how to get rich. Start a company. Invest in crypto. Build a personal brand. Have multiple revenue streams. But if you want to understand how generational wealth is actually created for tens of thousands of people at once,...
AI And The Death of The 2021 Sales Process
The classic sales plays do still work. Hard work, knowing the product cold, showing up. But the classic 2021 playbook? It’s close to dead in the Age of AI. And here’s one example of why. The other day I did something that should make every sales rep reach for the...
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