SaaStr 769: The State of SaaS Go-to-Market with Theory Ventures General Partner Tomasz Tunguz

Join us in this insightful episode as seasoned venture capitalist Tomasz Tunguz, General Partner at Theory Ventures shares transformative insights on the current landscape of SaaS Go-To-Market.

Six months ago, security was the number one prohibition preventing businesses and software companies from buying AI. Today it's ROI.

In this episode, Tomasz shares nine observations from a Go-To-Market survey Theory Ventures did with hundreds of startups, 68% of them early-stage, well-funded, mostly mid-market ACV, and 25% remote.

Here's what they found:

• We’ve noticed founders are more positive despite sales cycles being 12% longer
• The lengthening sales cycle increases the payback period to offset it
• Startup founders and CEOs have increased their sales team quotas linearly
• AI today has no impact on conversion rate
• AI does not impact ARR growth, even though people who buy AI perceive it as meaningfully contributing to overall efficiency gains
• If you’re considering changing your pricing model, consider creating a hybrid or matrix pricing model. You’ll have six percentage points more of net dollar retention.

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SaaStr hosts the largest SaaS community events on the planet.

Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code jason50 for an extra discount on our very best pricing.

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This episode is sponsored by: remote.com

When the right person for the job is a world away, Remote Talent brings the world to you. As the top job board for remote-first companies, we give you powerful tools to post your listings and reach the world's top candidates and remote professionals. Start building your dream team from anywhere—visit Remote.com/jobs today.

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This episode is sponsored by: Anrok

A question for SaaS finance leaders, do you know where your customers are? Anrok tracks where your sales are creating exposure, and automates tax calculation and filing worldwide. Built for high-growth software companies, Anrok protects your revenue and saves you time. Visit anrok.com/saastr to learn more.