G2

“No, we never try because I believe, like, the traffic of Google is more qualified than G two.”

“Like, RingCentral is paying 600 dollars a leads on G two. I cannot compete for that.”

“We haven't had a single churn. If you look at G to our reviews, it's 4.95 on five.”

“And surprisingly in that same report, the fast, the fastest people to switch are enterprises. Usually enterprises aren't the ones that adopt it first, but that is what the data showed us is that enterprise were first movers here and they were doing it because …”

“They're going to LLMs first. So that, that has been a significant shift. What they do is they first, they go to the LLMs for their research process, their discovery process. And what we're seeing is that they're, they really do trust it. And so when they cite …”

“And in that category, we are the biggest by customer count, biggest by revenue, best by performance benchmarks. We win all our head to heads and our direct competitor bake offs. We're rated number one on G two.”

“You go to Capterra and G two and anyplace else that they're rated and you look at the one star reviews and you think to yourself, oh, they're not building this feature. This is the feature that I can build to potentially compete with them.”

“I'm basically interested in taking down G two crowd.”

“Every week I get an email from G two crowd paying me to write reviews.”

“So G two is another G two and all the sites like G two, like the gardener sites, like Capterra, all going to be massively disrupted.”

“So I mean, I think the reason is one is like the business model is inherently broken, like, because it thrives off of like sponsored posts and sponsored listings. There's just this inherent question about the authenticity of the recommendations.”

“So what we did is we looked at 250 of the top-performing G-two top-performing companies on G-two on the main categories. And we looked at how their end users perceived the analytical feature set. And we actually found out that 89% of all these companies dealt …”

“Well, the main reason, 61% of all negative reviews indicated that it was too clunky to use.”

“If you ask them to write a GTO review, they won't do, like, one star, because they would feel bad about it, so they either leave a good review or no. No review at all.”

“From G-II's data, we've seen that the average mid-sized company last year had a 111 SAS applications, and we're estimating that by next quarter, that's gonna rise to a 119.”

“I need software that's easy to implement, I need to get a quick ROI, and I need it to be easy to use. And this has been pretty consistent in our buyer study. You know, year on year, these are the top three attributes that are driving buyers' decisions.”

“When the study came out late last year, it's now six months. So buyers want to see from signing a contract to six months, they want to see positive ROI.”

“Most categories have anywhere from 50 to a 150 products, so there's a lot of competition out there, and that's a challenge for buyers.”

“From our study, the top five things holding back buyers, four was content.”

“71% of buyers said that stakeholders are added to the buying process either always or frequently, and that's an 11 percentage point increase since twenty-twenty-one.”

“We've seen a 60% rate of where people are saying decision makers are changing either always or frequently.”

“57% of software contracts now are six months or less.”

“India is the global outlier. 69% of software contracts are six months or less.”

“So we see 55% of software buyers buying software over 20,000 dollars. They can transact in three months or less.”

“53% of buyers most often now are buying SAS with a credit card, and the enterprise is coming up pretty quickly as well. 48% of people in the enterprise say they most often buy with a credit card.”

“You know, our finance team last year took our 12 page contract, made it three pages. I can't tell you what an impact that had on our business. Less legal reviews. Less red lines. Deals get done quicker. We don't have deals dying at that legal stage, which some…”

“Ultimately for us, we want to make it a more Google-like experience, and shame on me saying what everyone's been talking about the last couple of months, chat GPT type experience, where you're really looking at What is best for me?”

“Whether it's on G two or Captera, we'll be ranked number one for almost 12 quarters in a row now.”

“So, so I played around, and actually, in 2007, I started a company to do exactly what G two does, and I failed.”

“More than that.”

“80. Just over 80.”

“You know, I said it's like a restaurant critic that literally can't eat the food, right? The analyst can't use the software, and they just stand outside the restaurant asking other people, how is your meal? And I'd rather ask the people eating the meal, right?…”

“And I think our first, we launched it at Dreamforce, we just put out a booth, because we decided to start with Salesforce and partner apps, but, and then we were just handing out five dollar startups, Starbucks cards, like, hey, please write a review, and we d…”

“Like Slack has been number one on G-II for many years. They've never paid us a penny, to my frustration.”

“But I think partnering also with Giants, we partner with AWS Marketplace. We partner with Microsoft Azure. We partner with IBM Red Hat. So three of the four largest cloud marketplaces in the world are now powered by G-II reviews.”

“I brought in a whole new leadership team the last year, new chief product officer, Sarah, new chief revenue officer, Mike, new CMO, Amanda, new chief people officer, and I'm looking for a CFO, so I've kind of found, wow, once we hit five, 600 people, it just, …”

“There are tremendous learnings and insights from sixty million software buyers on gto.com every year, and so that's what I'm going to talk about today, is sharing some of those key takeaways and what they mean for you, whether you sell to small business or ent…”

“We saw dips in software spend immediately following COVID, and now in Q two, we just surpassed the highest software spend per employee that we've seen at G two to date.”

“Even better, in our survey, 55% of buyers said they're going to spend more next year as well.”

“Just in the first half of this year, it's higher than we've ever seen. On average, a 124 software products per company.”

“55% of buyers say that they need less than three months to make a decision of 20,000 dollars or more.”

“82% of enterprises, a thousand employees or more, are saying, I don't need more than six months to make a decision.”

“One in five buyers prefers to buy from someone other than you. A third party marketplace, a bar, a value added reseller.”

“Perhaps more startling, 67% of companies usually engage a salesperson after they've already made a decision.”

“Only four percent of buyers trust traditional analysts and market research firms the most when they're making decisions.”

“What they do unanimously say, 86% of the people we surveyed look to peers and peer reviews to inform their decisions.”

“And 81% of respondents said, I need to see an ROI in six months or less.”

“At some point, when your contract is about to expire, or the customer is saying, I've been working with your product for a while, renewal is coming up, 60% are going to be watching other companies and checking to see if they should stay with you.”

“One in three buyers prefers to buy complimentary products from the same company.”

“And that's actually where we've been talking to Ryan and vendor about partnering because they're great at negotiating deals with vendors, which is frankly something we don't want to do, but, you know, we do give a company their whole SaaS stack.”

“And I think right now that we've chewed off so much, to be honest, we acquired Siftree, we acquired Advocately that I'm not looking to do any new acquisitions right now because we just have, we have enough of our own work to do.”

“We have over 2500 software vendors that use you. And I think on the track side, you know, we're well over a thousand. So I think in total, you know, it's well over 3500.”

“My 10 year vision, Is certainly that the buyer solution becomes even bigger because the TAM there is literally every company in the world.”

“Because we categorize over a 100,000 apps into 2000 categories.”

“You know, we do have large vendors also like Salesforce, SAP HubSpot as customers, and some of them frankly can spend, you know, over seven figures with us.”

“Sellers love our buyer intent because, you know, now every month there's seven million software buyers coming to gtu.com and our buyer intent data can tell you what are they shopping for?”

“We are north of that.”

“Our goal is to break that next year.”

“So that was actually the only quarter in our history where we didn't grow our revenue.”

“And so I think what I can tell you looking forward, I think we are expecting to be, you know, 50% plus per annum AR revenue growth.”