The State of SaaS Go-to-Market l Theory Ventures General Partner Tomasz Tunguz #saas #b2bsaas

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: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8