Probably yes. And the sooner you accept that, the sooner you can build a sales motion that actually works in 2026. Here is what the data shows: average initial contract lengths have been declining across B2B for the past two years. According to ICONIQ’s January...
There are two thresholds in B2B for startups at scale that should … terrify you. Not because they’re clearly death sentences in the Age of AI. But they are signs you are … dying. Under 20% YoY growth: You’re in the Danger Zone. Under 10% YoY growth:...
Most SMB sales organizations are inefficient by design. Low ACV, high volume, constant churn at the rep level, and a tendency to throw bodies at the problem when pipeline slows down. It doesn’t have to work that way. Marshelle Mooney, VP of Sales at Mangomint...
If growth has been declining linearly for two years, you’re in a tough spot. Not a hopeless one. But a tough one that requires honest assessment and decisive moves — not incremental tweaks. But first, let’s be clear about what’s happening in the...
With Harry Stebbings, Jason Lemkin, and Rory O’Driscoll We’re back! Ramp data put a number on what OpenAI has been avoiding: 73% of new enterprise AI spending is going to Anthropic. Ten weeks ago it was 50-50. That shift — plus a Figma stock rout, a $100B...
Here’s what happened yesterday. At 8:37am, our AI Customer Success “QBee” agent sent out 150+ personalized sponsor update emails for SaaStr AI Annual 2026. Not a batch blast. Not a mail merge with a first-name token. Every single email was genuinely...
ICONIQ just published their State of Go-to-Market in 2026, based on a January 2026 survey of GTM executives at 150+ B2B + AI software companies. The data is always good, Iconiq invests at the growth state in a large cross section of the best in B2B + AI. Here are the...
Short answer: Only in very specific cases, and it usually means you need to hire a different type of person. Most CSMs aren’t built for FDE work. That’s not a knock on them — they’re doing a completely different job. A CSM manages relationships,...
This week alone, five leading AI Agent vendors reached out asking us to try their products, and another 20-30 LinkedIn’d us or emailed us hoping to get our time. From Public companies to hot startups. All of them. The problem: we already run 30+ AI Agents at...
Most of us have been doing this long enough to remember when software stocks trading at 40x forward earnings felt cheap. That era appears quite .. over. Software forward P/E multiples have now fallen below the overall S&P 500. Not at parity. Below. This has never...
