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SaaStr 746: What’s Really Happening in Venture Capital Today with Redpoint Ventures Managing Director Logan Bartlett
The Official SaaStr Podcast: SaaS | Founders | Investors
Insights on B2B2B vs B2B2C Strategies
The lack of published Net Revenue Retention (NRR) rates by Salesforce suggests potential underlying issues, especially since high NRR should correlate with substantial growth. The current economic climate reflects a divide between B2B and B2B2C sectors; successful products in the consumer space are thriving despite economic challenges, whereas B2B environments are tightening their budgets. Companies aligned with disruptive products and a direct connection to consumer spending have better survival rates in the economy. The analysis highlights the importance of pricing strategies, where products with modest price points can often be justified within budgetary constraints of businesses, aiding in capital efficiency. Companies like Scribe, Calendly, and MailChimp demonstrate that starting with a price strategy in the low thousands enables them to scale successfully, as they can be easily classified as mission-critical expenses. Finally, the dynamics of procurement in enterprise sales are becoming increasingly strained, marking a challenging environment for high-ticket sales transactions.
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