The Revenue Formula The SaaS Reset and what's next (with Jacco van der Kooij)
27 snips
Mar 14, 2024 
The podcast delves into the reset of SaaS, discussing the challenges with pricing sustainability and changing buyer behavior. AI is seen as a disruptive force in the industry, and there is a focus on the shifting landscape of SaaS under pressure. The conversation explores future trends, offering solutions and insights on revenue architecture and optimizing go-to-market strategies for sustainable growth.
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Pricing Breaks Go-To-Market Fit
- Pricing mismatches mean a company has lost go-to-market fit and it ripples back into product-market fit.
- Rising acquisition and retention costs combined destroy long-term sustainability and valuation.
We’re In The Early Shock Phase
- We're in a radical moment of change comparable to the first week of COVID when the scale of disruption isn't yet visible.
- Companies must predict and prepare rather than hold still during this early phase of a systemic reset.
Stop Harvesting Customers With Sales Teams
- Avoid redeploying expensive sales teams to harvest expansion revenue because cost-to-serve is too high right now.
- In downturns let finance and lifetime economics guide GTM allocation, not short-term sales pushes.