The Revenue Formula The SaaS Reset and what's next (with Jacco van der Kooij)
27 snips
Mar 14, 2024 
The podcast delves into the reset of SaaS, discussing the challenges with pricing sustainability and changing buyer behavior. AI is seen as a disruptive force in the industry, and there is a focus on the shifting landscape of SaaS under pressure. The conversation explores future trends, offering solutions and insights on revenue architecture and optimizing go-to-market strategies for sustainable growth.
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AI Resets The Entire GTM Stack
- AI's real impact is closing loops across the entire customer journey, not just improving single applications like email writing.
- Because AI touches every part of GTM simultaneously, it resets competition and levels the playing field.
Three Forces Modernize GTM
- Tooling, processes and people all changed at once after COVID and that triple shift modernizes GTM functions.
- Remote work and cultural shifts reduced productivity and compound the other market pressures.
Prioritize High-Interest Selling
- Stop tolerating mediocre sellers and coach for customer-interest driven selling because top performers generate ~1.5x revenue from the same opportunities.
- Focus on hiring and developing reps who discover customer outcomes rather than pushing product off the truck.