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The 40% Problem: How AI Will Finally Fix Sales Coverage and Customer Face Time A wake-up call from HubSpot’s CEO Yamini Rangan on why your sales team is failing 60% of their accountsand how AI will change everything There’s a brutal truth about B2B sales that most founders refuse to acknowledge.
When Anthropic hit a reported $4 billion in annual revenue at the end of 1H’25, it marked more than just another AI milestone. Code Generation as the Primary Growth Driver While everyone talks about general AI adoption, Anthropic identified code generation as the killer use case.
Data from Stripe (below) shows the speed at which AI native companies are growing compared to SaaS companies. Fast forward to the launch of AWS and the public cloud. Now let’s talk about the AI wave. And now, engineering and distribution (go-to-market) constraints are greatly reduced with AI. What does this mean?
AWS, Twilio, Heroku, etc. The Hidden Costs of UBP While UBP offers many advantages, it does come with tradeoffs: Complicates churn measurement : If a customer uses your product intermittently (every third month, for example), standard monthly churn calculations will show the account churning and reactivating, skewing your metrics.
We’ve been tracking B2B growth metrics for over a decade, and what happened in the vibe coding space between November 2024 and July 2025 breaks every model we’ve seen. ” The AI handles architecture, data modeling, user experience, and deployment. Loveable : $0 → $100M ARR in 8 months. Not 8 quarters.
Databricks used consumption-based pricing because that’s what AWS, Google, and Microsoft used—it made sense to customers who were already buying cloud services that way. Databricks leveraged Spark Summit (now Data and AI Summit) to bring thousands of users and customers together. Inside sales Can you do both profitably? →
The global AI race is heating up as nations race to develop full-stack AI systems – integrated pipelines from data and hardware to models and applications. AI is already everywhere: in 2024, 78% of organizations reported using AI ( up from 55% in 2023 ). billion into AI in 2024 (about 12× China’s $9.3B).
Subscribe now “Grouping + AI” for Triage One area I’m quite excited to see AI revolutionize is “grouping + triage” workflows. Many of them AI based. They each have some of the largest cloud businesses in the world in AWS, Azure and Google Cloud respectively. Follow along to stay up to date!
Instead of macro commentary, market commentary or some specific piece of AI commentary, I thought I’d treat this weeks post more as a personal journal entry. There are so many similar stories coming out of AWS ReInvent every year. It was ~4 years after AWS was launched and the public cloud started to take off.
In an era when executives are bombarded with tech buzzwords, it’s vital to focus on real-world AI uses that deliver business impact. This vivid idea captures AIs potential to act as assistants and insights machines, boosting efficiency and innovation. Executives also leverage generative AI for idea generation and reporting.
Importantly, ATS platforms have evolved with AI-driven features , diversity and bias reduction tools , and deep analytics to meet todays hiring challenges. Manatal Best AI-Powered ATS for HR Teams Pricing: Key Features: Ideal Use Case: 5. Workable Best ATS for Medium-Sized Companies Pricing: Key Features: Ideal Use Case: 3.
By combining logs, metrics, and traces, Middleware offers actionable insights into API performance. The AI-powered insights have helped us identify and resolve issues faster, resulting in stellar uptime and increased customer satisfaction for Fortune 500 customers.” “Middleware.io ” – Tatevik H.,
Inside Snowflake’s Board Meetings: How AI is Reshaping Enterprise Data and the Future of B2B Partnerships We had a lot of fun at SaaStr AI Summit 2025 with a rare look inside Snowflake’s boardroom! The days of relationship-only selling are over in AI-adjacent markets. This unique relationship reveals how the $4.5B
Integrations PostHog works well with Kafka, Slack, AWS, Google Cloud, GitHub, Tableau, and Looker. Automated personalization: Use AI to deliver personalized content in real-time. PostHogs ability to host data on your servers offers greater privacy control than VWOs cloud-based model.
With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth. And I know you’ve had some great experience, particularly while you were at AWS, running different partner sales, channel sales.
Intercom Intercom is an AI-powered customer service tool that equips teams to engage customers through omnichannel support and activity-driven automation. Features and functionality Intercom offers an AI-powered chatbot called Fin AI, omnichannel and multilingual support, as well as features for in-app guidance. per resolution.
Key capabilities include segmentation, which allows you to group users based on behavior, demographics, or custom properties; custom analytics dashboards, which visualize the metrics that matter most to your team; and screen-level analytics, which show exactly how users interact with each part of your app.
My live experience at the AI Engineer World’s Fair 2025 in San Francisco could be summarized as “extremely intense.” I hope these notes help you get a sense of the energy, trends, and ideas shaping the future of AI and AI Engineering. Excellent overview of the state of AI, the pace of progress, trends.
“AWS’ AI business is a multibillion-dollar revenue run rate business that continues to grow at a triple-digit year-over-year percentage and is growing more than 3x faster at this stage of its evolution as AWS itself grew, and we felt like AWS grew pretty quickly.” GCP 23 35 52.2% Azure 26 33 26.9%
Subscribe now Amazon ReInvent This week Amazon had their annual AWS ReInvent conference. Couple takeaways for me: 2024 is shaping up to be the “prototype to production” year for AI. ” AWS fully embracing the breadth over depth approach. A strong data foundation is critical for an effective AI strategy!
At SaaStr AI Day , Mike Tamir, Head of AI at Shopify, and Rudina Seseri, founder and Managing Partner at Glasswing Ventures, level-set about where we are in the cycle for Enterprises adopting AI and the critical work being done at Shopify to leverage AI and solve real problems. The future of Enterprise is “Ambient AI.”
Generative AI is a platform shift where models can take inputs such as text, image, audio, video, and code and generate new content into any of the modalities mentioned. The Pace of AI is Increasing Dramatically Something ground-shifting has been happening over the last five years — the pace of innovation. Now, it’s 100+ times.
Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., This metric is more self-explanatory, so I won’t go into detail.
Growing Almost 50% as Approaches $2B in ARR The exact growth rate is based on an The Information report from a few weeks ago, and it seems about right looking at their published metrics. 300 Employees Working on AI Not a surprise, but interesting to see the scale of investment here. #5. That’s awfully impressive.
For example, Google and AWS are already ZoomInfo customers, but only certain sub-segments within those businesses – not the entire org. The Takeaway — While 2024 should be a bit more predictable, the most important metrics ZoomInfo is focusing on now are utilization and engagement. How is ZoomInfo Integrating More Advanced AI?
Subscribe now ARR (Annual Recurring Revenue) vs ERR (Experimental Runrate Revenue) ARR (Annual Recurring Revenue) is one of the most popular SaaS (Non-GAAP) metrics. However, it’s also one of the most loosely used metrics, and is frequently misused. This brings me to AI (everything leads to AI these days…).
Amazon on AWS : “…customers are continuing to shift their focus towards driving innovation and bringing new workloads to the cloud. So what you're seeing is much more of that continuous cycles by customers, both when it comes to AI or whether it comes to the traditional workloads.” Follow along to stay up to date!
Subscribe now Cloud Giants Report Q3 ‘23 Not a great signal for software this week from the Cloud Giants (AWS, Azure and Google Cloud)…After Q2 (3 months ago), the tone from the Cloud Giants around optimizations was largely: optimizations have started to ease, and net new workloads have picked up. Staggering scale already.
Now, let’s take this idea and apply it to the world of marketing metrics. Knowing that people are incentivized by what they’re rewarded for, marketing metrics boil down to alignment. If revenue is the North Star metric, everything you do should drive towards that. They are a vanity metric. Our unanimous pick?
Subscribe now Foundation Models Are to AI what S3 was to the Public Cloud Many people look at 2006 as the birth of the public cloud - the year Amazon launched AWS. Given most software companies are not profitable, or not generating meaningful FCF, it’s the only metric to compare the entire industry against.
Cloud Giants Report Q2 We also got the Q2 quarters from AWS / Azure / GCP this week! Our expectation, obviously again, is that we are going to significantly increase our investments in AI infrastructure next year, and we'll give further guidance as appropriate.” Revenue multiples are a shorthand valuation framework.
Clippy was AI before AI: China is a whole different world for SaaS. Alibaba is their AWS (or becoming it): The Cloud is better. Zoom is Growing at A Rate, And With Metrics, As We’ve Rarely Seen Before. It is even cheaper. That doesn’t mean it is cheap, tough. Shopify and MailChimp Go To War.
Hyperscaler Preview Next week Amazon, Microsoft and Google report earnings and we’ll see Q3 data for AWS, Azure and Google Cloud. These are thought to be the early AI winners, largely due to all of the compute they’re selling to power GenAI applications. Revenue multiples are a shorthand valuation framework.
Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., Who are the real AI winners. net retention and CAC payback).
When I think about the monetization of AI (and which “layers” monetize first) I’ve always thought it would follow the below order, with each layer lagging the one that comes before it. Model providers (OpenAI, Anthropic, etc as companies start building out AI). 2024 will be the year of AI applications!
.” As growth starts to slow, it gets harder and harder to justify using revenue multiples as a primary valuation metric. And when this happens, growth companies transition to more of a value based valuation metric (FCF or PE). In theory, companies in ex-growth mode are starting to hit the outer bounds of their maturity curve.
AWS (Amazon), Azure (Microsoft), and Google Cloud (Google) all reported this week. Then AWS appeared to add fuel to that hope before giving us a huge rug pull. After all, they had a lot of AI tailwinds, and benefited tremendously from consolidation (without a headwind of a larger base of smaller startups, like AWS).
How do you ensure your AI product not only survives but thrives in this competitive market? In an upcoming talk , she’ll take a deep dive into the specifics of launching AI-first products. In an upcoming talk , she’ll take a deep dive into the specifics of launching AI-first products. Defining the value proposition.
Subscribe now Big Week of AI! This week had a number of important AI announcements. The rate of innovation in the AI markets is staggering, and a reminder that it’s really hard for anyone (big companies especially) to “fully commit” to an AI strategy or vendor. Follow along to stay up to date!
So far - you’re either tied to AI tailwinds, or it’s rough out there. And in the public universe, it’s really only been the hyperscalers who’ve benefited from AI. Given most software companies are not profitable, or not generating meaningful FCF, it’s the only metric to compare the entire industry against.
Usage on Snowflake is driven by queries run on Snowflake Azure: Neutral Tone With Strength in AI Overall I’d characterize Azure’s quarter as a net positive. ” They’re also seeing some real strength in AI Services. They guided to 26-27% growth in Azure in Q2 (with 1% coming from AI).
AI = Data + Compute I’ll continue beating this drum, but we got two great quotes from Azure and AWS this week. Satya at Microsoft said “Every AI app starts with data and having a comprehensive data and analytics platform is more important than ever.” AWS reports next week. So what did we learn?
How Will AI Effect Software Business Models? Like many, I’ve been thinking about how AI and foundation models will effect the world of software. In particular - how AI will effect software business models. The majority of COGS (revenue less COGS = gross profit) fall in hosting costs (ie AWS), and some customer support.
The three worlds are: B2B2C B2B2B AI And then there are folks in impacted categories like ZoomInfo , where things haven’t really improved. And there’s AI. Jason tweeted WTF because many things are happening in AI, like 200x ARR rounds. A lot of the funding rounds for AI feel like 2021 again, but only for this subset of people.
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