B2B SaaS

“I think the bottom line of all of this is everyone's going to be affected, particularly in new sales, and we'll talk about retention as well, but your question here is about deals. I think every business is going to be affected, and whether that's a 20% slowdo…”

“If you have to go through a journey, like, you know, like a startup journey, like in the B to B kind of space, like, you know, you start You start with an idea. It takes like, you know, somewhere in the 12 to 18 months to find your initial product market fit,…”

“Oh my god, we're actually not building for our customer, we're building for their customer, who is paying them.”

“What you should maybe try to do is open up the funnel, try to get more leads but then let your sales team be picky to focus on the leads that have the highest probability of closing. And if you don't have any of these leads, then I think it's, it just points t…”

“If there is any genius in Sastra that's now 10 years old, it's abstracting product away from the fact that our go-to-market motions are pretty much the same at an ACV. Like, it sounds obviously, but 10 years ago, it's like, it was really disruptive that, hey, …”

“Sometimes services, depending on where you are, especially if you're in B to B, like we were, or like we are, sometimes services can really add a lot of value, as long as you have this 75% rule, more or less, you know, if you can demonstrate that you have, you…”

“You've got to start with a focus, in my opinion. And I think that is anywhere from 1000 to 5000 accounts, ah, to start out.”

“Every API company has gurus and their only job they don't I don't know what their KPIs are, but their job is to make, to increase API adoption, and we don't do that enough on the B to be a guru who just, their only job for a leading vendor is every 60 days, no…”

“I have never in SAS in B to B with, The high margins we have, with the recurring revenue we have, with the upsell opportunities that we generally have. I have never seen a great VP of any role, sales, marketing, customer sales, eng or product, not be a creativ…”

“Not only do you have to deliver a beautiful app, it has to surprise and delight you at least once a quarter where your jaw drops that it does something you didn't even expect because of AI. Your jaw should drop because of the agentic capabilities of a B to B p…”