SaaStr 769: The State of SaaS Go-to-Market with Theory Ventures General Partner Tomasz Tunguz

25 Thg10, 24

The Official SaaStr Podcast: SaaS | Founders | Investors

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.

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SaaStr hosts the largest SaaS community events on the planet.

Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code jason50 for an extra discount on our very best pricing.

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This episode is sponsored by: remote.com

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This episode is sponsored by: Anrok

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