Dear SaaStr: Should sales reps be compensated differently based on how much prospecting they do? For example, if all of their leads come inbound (without effort on their part) should they receive a lesser % per deal vs a rep that prospects for their own leads? It...
We’re living through something we’ve never quite seen before in B2B software and SaaS. It’s arguably the worst time in our history to be invested in public software stocks. Multiples at all time lows, and crashing hard in 2026. And simultaneously,...
Dear SaaStr: What is the better SaaS sales compensation plan: paying reps the 12 months up front for the contract value or paying them pro-rated 12 monthly payments? You may be tempted to pay reps monthly for monthly deals. While that’s not uncommon (see the...
“Can your team ship AI features that make you truly smile? If you don’t smile — your customers won’t either” Traditional B2B software and SaaS is under assault. The leaders are all still growing, but in most cases slower than ever....
Dear SaaStr: How Should I Pay Sales Reps When Our Customers Pay Monthly? There are basically two options — really three, by blending the two: The first is to pay monthly commissions. I generally don’t recommend this. I.e., if you pay the reps a 10%...
Anthropic just released their fourth Economic Index report—2 million conversations analyzed across Claude.ai and their API. Some of this we know, but Anthropic has the data. My top takeaways: #1. AI Helps Your Best People the Most, Not Your Junior Staff. The Data...
Dear SaaStr: What Do The Top Sales Reps Do … That The Other 99% Don’t? I have a pretty good sense what the Top 10% do, though I’m not 100% sure about the top 1%. On the surface, they seem to be doing the same things the rest of the Top 10%...
So we had a bug in one of our AI Agents the other day. It was still telling people to come to SaaStr AI London 2025 on Dec 1-2. Of course, it already happened. 😅 The issue wasn’t fixing it. The issue was — which agent was saying this?! We have 20+ AI Agents...
Dear SaaStr: Should We Pay Our Sales Reps on Renewals? Simple answer: most don’t. You can, especially in the early days. But very few SaaS companies pay sales reps on renewals as they scale. And you can definitely pay on upsells and account expansion. Longer...
The ‘prpsumer’ vibe coding revolution is real. I’m a mass convert. We’ve built 12+ AI-powered apps on SaaStr.ai, and the results have been staggering: 800,000+ total uses across our AI tools 10,000+ used SaaStr.ai to help research and pick their AI agents...
