Adapting to Consumption-Based Pricing in SaaS

In episode 80 of Topline, host Sam, AJ, and Asad sit down with David Spitz, a former investment banker turned entrepreneur, to tackle the topic of GTM efficiency. Together, they dive into the growing challenges SaaS companies face as GTM efficiency metrics continue to decline. David introduces a new metric that compares sales and marketing spend to net changes in ARR, highlighting a troubling trend of inefficiency across public SaaS companies. They unpack the implications of this shift, examine how economic factors are shaping the landscape, and discuss how SaaS business models are evolving in response.

Topline by Pavilion is also proud to debut The Revenue Leadership Podcast with Kyle Norton. Listen to the first two episodes now.

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