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SaaStr 835: AI + B2B in 2026: Find the Tailwinds or Get Left Behind with SaaStr CEO and Founder Jason Lemkin

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Jan 2, 2026

As software spending skyrockets towards 2026, adapting to AI is essential for B2B success. Jason Lemkin reveals how venture capital is concentrated in a handful of deals, leaving many startups struggling. He discusses why simply adding AI features won't guarantee budget access, highlighting three types of AI products that truly unlock value. With a new demand super cycle and the need for leaner operations, Lemkin urges founders to reaccelerate growth and seize their share of the burgeoning market.

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INSIGHT

Find The AI Tailwinds Now

Software buy-in for AI is the defining tailwind for 2026 and winners will attach to it quickly. Jason Lemkin warns you must find those tailwinds or get left behind.

INSIGHT

VC Dollars Are Extremely Concentrated

Venture dollars are concentrating into a tiny number of huge AI deals, changing fundraising dynamics. Half of venture capital is going into just four deals, making early-stage raises harder.

INSIGHT

Record Spend, But Few Winners

Gartner predicts record software spend driven largely by AI, but much will go to price increases and existing vendors. Only vendors in top AI initiatives or incumbents raising prices will capture most of the budget.

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SaaStr 835: AI + B2B in 2026: Find the Tailwinds or Get Left Behind with SaaStr CEO and Founder Jason Lemkin

Software spend is set to hit record levels in 2026, but you're not getting any of it unless you change.

SaaStr CEO and Founder Jason Lemkin breaks down the paradox facing B2B companies right now: It's never been easier to scale to $100M (for a select few), while everyone else struggles. Half of all VC dollars are going into just 4 deals. IPOs ended the year with a whimper.

And that AI copilot you built? It doesn't count.

In this session, Jason shares the data on what's actually happening and what you need to do to capture your share of the hundreds of billions flowing into software.

Key insights:

Why "seed is for suckers" in today's VC environment
The 3 types of AI products that unlock budget (and the one that doesn't)
Why 30% of new IT budget is going to AI and how to steal it
The TAM expansion math behind Cursor, Gamma, and AI SDR tools
Why copilots and AI features alone won't save you
The efficiency metrics every founder needs to track in 2026

If you didn't reaccelerate growth in 2025, you get a D. You can't get a D in 2026.

🎤 Recorded at SaaStr London AI Summit | December 2025

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