The State of SaaS Go-to-Market l Theory Ventures General Partner Tomasz Tunguz скачать в хорошем качестве

The State of SaaS Go-to-Market l Theory Ventures General Partner Tomasz Tunguz

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. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter:   / saastr   LinkedIn:   / 2724976   Quora Group: https://www.quora.com/q/cloud Facebook:   / saastr   Instagram:   / saastr   Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8