Insightful take here. One of the key shifts we’ve been tracking is the shift from Software-as-a-Service to Service-as-Software, which may also be a contributor to the challenges you’re outlining here. There are a tremendous number of SaaS-based companies that are in essence selling their business model: ARR. The buyer/buying committee’s have long gone past the benefits of SaaS and are far, far more interested in buying outcomes than software. Interesting to note as well that the average SaaS rep performance against quota is inline with the percentage of features that SaaS buyers actually use. Too much of the value is accruing to the SaaS seller and not enough to the SaaS buyer. The reckoning is already taking place and will be fascinating to watch. IMHO, even with your great coaching, most of these companies won’t be able to sell their way through the challenges.
Great insights per usual Mr Tony. Lots of dimensions to this comment - I agree outcomes will determine results but I wonder how the pricing/selling game evolves in the meantime. Pricing per usage, consumption, results all see to be in play as are outcomes and as you know confusion (from the customer) is the enemy of buying.
Spot on Keith. Look forward to reading and hearing your insights as Agentic AI reshapes the SaaS world. In studying transformation, the instinct is to focus on the specific companies that are being disrupted, when the reality is it’s the business model that is under siege. These are remarkable times of change and opportunity.
Insightful take here. One of the key shifts we’ve been tracking is the shift from Software-as-a-Service to Service-as-Software, which may also be a contributor to the challenges you’re outlining here. There are a tremendous number of SaaS-based companies that are in essence selling their business model: ARR. The buyer/buying committee’s have long gone past the benefits of SaaS and are far, far more interested in buying outcomes than software. Interesting to note as well that the average SaaS rep performance against quota is inline with the percentage of features that SaaS buyers actually use. Too much of the value is accruing to the SaaS seller and not enough to the SaaS buyer. The reckoning is already taking place and will be fascinating to watch. IMHO, even with your great coaching, most of these companies won’t be able to sell their way through the challenges.
Great insights per usual Mr Tony. Lots of dimensions to this comment - I agree outcomes will determine results but I wonder how the pricing/selling game evolves in the meantime. Pricing per usage, consumption, results all see to be in play as are outcomes and as you know confusion (from the customer) is the enemy of buying.
Spot on Keith. Look forward to reading and hearing your insights as Agentic AI reshapes the SaaS world. In studying transformation, the instinct is to focus on the specific companies that are being disrupted, when the reality is it’s the business model that is under siege. These are remarkable times of change and opportunity.
look forward to your thoughts - stay prolific! and suggest my friends all consider subscribing to your work!