​1. SaaS METRIC OF THE WEEK: SaaS METRIC OF THE WEEK: Not all ARR is created equal - and some is faster! This week’s breakdown from The SaaS CFO explains how to split AI ARR from traditional SaaS ARR—vital as more tools blend AI features, infra, services, and usage-based models.

2. MOSTLY METRICS: I like this newsletter a lot - SaaS isn’t dead, it’s just priced like everyone gave up doing the maths. Median EV/NTM revenue is now 3.9x (a 10-year low), despite retention metrics holding steady (ServiceNow at 98%) and Rule of 40 profiles improving over the last coupla years. The Bears are betting that AI will kill SaaS, and that incumbents can’t use their data moats.

3. PRODUCTIVITY: Tomasz Tunguz draws a sharp parallel between Ford’s assembly line innovation and AI-assisted coding in relation to productivity. Just as the Model T drove a 90% productivity gain and wiped out 80% of automakers, AI dev tools are cutting build time 55–81% in under five years. But the outcome flips: instead of capital consolidating power, AI commoditizes it. Cheaper, faster software creation means more builders, more startups, and massive second-order job creation, not fewer developers.

4. BUYERS 1: New report - 6sense’s 2025 Buyer Experience Report points out the obvious - buyers still decide before talking to sales. But overall, journeys due to AI are shorter; seller contact happens ~6–7 weeks earlier; 80% of deals still go to the pre-contact favorite; buying stakeholders average 11–14 people, but only 3–4 ever engage sellers. AI can pull sellers in earlier, but not really influence anything later.

5. BUYERS 2: A follow-up to #4 above - are your Funnels lying to you? This article reframes buying as a circular orbit, not a long pipeline. About 60% of buyers are insulated, and out-of-market, ~35% are evaluating, and just ~5% are validating. 80% of vendor shortlists are locked before sales contact. Broad-beam brand builds mental availability for future cycles; narrow-beam proof only works once your buyers re-enter your orbit. Miss day-one considerations, and you’re probably done.

6. UNFAIR ADVANTAGES: Gaurav Vohra's Unfair Advantages Framework is a new one for your tech dictionaries. It’s all about identifying unique, hard-to-replicate strengths:  Proprietary data, customer networks, logged industry experience, lets you leverage what others can't - it's a startup superpower moat.

7. STRENGTHS AND WEAKNESSES: Expanding on number 5 above, this article explores how to turn a competitor's strength into your own advantage: Reposition their wins as your opportunities to differentiate, pivot, and outpace - really critical in today's competitive SaaS markets (with some good examples)

8. FOUNDER QUESTIONS: What can drive success for all y'all at the early stages in 2025? Check out these 16 questions you can use and be prepared to answer around strategy, customer focus, scaling plans, etc.

9. SALES: PLG is all fun and games in the early days, but at some point, as companies scale, it has to grow up. The shift to Sales Led Growth (or a hybrid of) isn’t necessarily a strategic thing - it’s customer-driven. Signals to watch: enterprise feature requests (like SSO, security/ISO/SOC/GDPR stuff), organic team expansion, and inbound for bigger contracts. Winners don’t “add sales,” - build the PLG-SLG hybrid around PQLs, usage signals, and shared ownership across product, marketing, and sales (see Calendly and Asana and the case study below).

10. CASE STUDY: Following on from #9 above, I really like Supabase on the Company and product size, so take a look at this Case Study that shows what product and community-led growth actually looks like in practice. By going open-source first, Supabase lets developers experience value before buying, turning GitHub stars and Discord into a high-intent funnel. Content is written by builders, not marketers. I just love the integration simplicity personally (similar in vein to how Stripe focused on simplicity and integration).

POD OF THE WEEK: Going through a bit of a slump in growth? Check this podcast out on 5 questions to ask (when your product stops growing).

1. SaaS METRIC OF THE WEEK: Cap Table - I'm bending this week's post to make it fit - I just think this article is pretty cool, and your Cap Table is a definite metric, I'll fight you on this. Your Cap Table isn’t just an ownership spreadsheet - it’s used as a decision-making constraint. It defines control, dilution, hiring leverage, follow-on funding options, and exit outcomes. Messy early cap tables compound quickly, especially with SAFEs, friends-and-family deals, advisor equity, and uneven founder splits. Clean cap tables preserve optionality; broken ones can quietly kill deals (moral), and most importantly, future raises.

2. CO-FOUNDERS: Starting from an idea, but being non-technical often means looking for or finding a technical co-founder. This article makes the argument that non-technical founders stall by outsourcing progress. Be productive first - talk to customers, validate demand, ship scrappy versions, reduce market risk. TL;DR - Productive founders will attract productive co-founders and efficiently build product.

3. SOLO: Fast follow from #2 above. And according to this article (bit of a biased domain name, though, tbf) - going Solo is no longer taboo, and 1/3 of all startups are currently flying solo. Driven by better tools, a bucket ton of AI leverage, and lower operating costs. The tradeoff hasn’t disappeared - speed and control go way up, but resilience and perspective are the things that go down.

4. BENCHMARKS: Mostly Metrics kicks off some good benchmarks for 2026 - they surveyed 132 SaaS companies (≈50% >$25M ARR, ~25% >$100M). Median renewal rates sit around 91% (top quartile ~95%, bottom ~84%). CS headcount peaks at $10–50M ARR then compresses at scale. 56% of CS teams are paid on expansion, but 63% don’t control it. Median CS variable comp is just ~20%, and the data show that product quality and customer fit drive renewals more than comp plans or org structure.

5. LEAD: New term for you to ponder, "Leading from the front" isn’t just a military-ism for most of us in startup land, though - it’s the difference between high-trust teams and checked-out ones. Stay SaaSy breaks down how great leaders model urgency, own the hard stuff, and never ask for what they won’t do themselves.

6. GROWTH: Growth is now a trust problem, not a funnel problem? With SEO (see #7 below to question that), paid, and corporate social collapsing under AI pressure, Elena Verna argues growth shifts to trust-based systems: employee-led distribution, creator credibility, community, and product-led brand. Retention also follows the same logic: when features commoditize, customers stick with products they trust will keep delivering outcomes, not just efficiency.

7. VELOCITY: Fast follow from 6 above; If growth is now a trust problem, velocity is the new authority. Om Malik argues that modern networks don’t reward being right, deep, or durable - they reward momentum. What travels fastest wins: first take beats best takes, access beats independence, memes beat meaning. The algorithms look to be optimizing for speed (and that ain't necessarily).

8. SEO: Oh shit - turns out, I'm kinda wrong - search (and SEO) isn’t dead. Graphite + Similarweb data across 40k sites shows organic traffic is down just -2.5% YoY, not the -25% to -50% collapse everyone’s been yelling about. AI Overviews do hit CTR (-35%) but only show ~30% of the time, mostly on low-value informational queries. Commercial search still holds, and 90% of Google clicks remain organic. SEO is changing, not dying.

9. CHURN: AI is facing a retention reckoning we can all learn from. ChartMogul data across 3,500 companies shows AI-native apps have ~40% GRR and ~48% NRR (for perspective - that's worse than B2C and far behind B2B SaaS (82% NRR)). The issue is all those “AI tourists” - low-cost, easy-to-buy tools that are just as easy to cancel. Pricing matters: AI products >$250/month look like real SaaS (70% GRR, 85% NRR). Durable ARR comes from deeper workflows, higher price points, annual plans, and narrowing the gap between shipping AI and actual adoption.

10. CASE STUDY: Here is the start of a great 3-part article from Notion covering the challenges faced by (VC-backed) startups towards $100m in revenue. Fun (?) fact: Only 1.2% of us achieve this milestone.

POD OF THE WEEK: Reed Hastings, ex-Netflix CEO, breaks down how to scale trust, talent, and bold bets - without turning your company into the Hunger Games. No PIPs, no micromanagement—just clear values, adult treatment, and $100M risks like House of Cards with no-BS masterclass in culture.

​1. SaaS METRIC OF THE WEEK: Cash Runway - most founders don’t even know how many months of cash runway they have left, so here is a new, updated for 2026, Cash Runway model for y'all.

2. OUTCOME-BASED PRICING: Another term for your AI Tech Dictionaries is outcome-based pricing. It’s a pricing strategy tied directly to the value your product delivers to customers, very much a pricing model driven by the growth of AI.

3. AI RESEARCH: VentureBeat flags four new terms for your AI Tech dictionary this year: continual learning (models updating without retraining or catastrophic forgetting - looking at you ChadGPT)), world models (AI learning physical reality from video and interaction, not labels), orchestration layers (routing between models, tools, and agents to stop multi-step failures), and refinement loops (systems that critique and improve their own outputs, cutting cost while boosting accuracy).

4. STATE OF STARTUPS: Carta’s State of Startups report shows capital concentrating, teams are staying lean longer, and AI is eating the stack. Total US startup funding rebounded to ~$110B in 2025, but round counts stayed low. AI startups now capture about 44% of all VC dollars, including about 55% at Series E+. Median net retention sits at 108%, CAC payback is looooooooong - 36 months, and founders are delaying first hires to out. to about 3/4 of a year. The market isn’t back - super different - tighter, faster, and more selective.

5. OPEN APIs: Are Open APIs dying? Tomasz Tunguz highlights a new defensive posture from incumbents: Salesforce is restricting Slack’s API access, Datadog has cut off Deductive AI, and platforms are increasingly treating data and integration as strategic choke points. For many startups, “build on top” now comes with real platform risk in this climate.

6. DATA VIZ: Better charts don’t just change decisions; they can be monetized. This guide lays out some fundamentals of why charts matter (explore patterns, explain concepts, spread ideas) - and the rules that separate insight from chart visualization crimes (pick the right chart, label directly, use small multiples, make it standalone, avoid misleading axes).

7. SALES 1: Even though he hasn't, David Sacks’ “Rule of 10” for sales and revenue has aged well and is a tidy way to stop guessing comp - set AE quota at ~10x base (10% comms, 50/50 OTE), plan for ~70% quota capacity attainment, and give managers a quota at ~80% of team QC.

8. SALES 2: Fast follow from #7 above, Capacity ain’t headcount. Doubling your reps doesn’t double revenue. Capacity planning breaks when you ignore attrition, hiring lag, ramp time, sub-100% attainment, support ratios, seasonality, and mismatch.

9. MARKETING: A follow-up from a bunch of marketing-led articles last week that seemed to get a lot of clicks (though surprisingly no feedback), marketing has a dual mandate: emotional repetition builds mental availability for the ~95% not-buying-yet set, while rational proof converts the ~5% who are in-market with their hands on their wallets. Real quick takeaway - Activation wins quarters. Brand wins cycles.

10. CASE STUDY: This is interesting (aport from all the pop-ups), OpenAI’s early pitch deck, broken down.

POD OF THE WEEK: I like Cursor and use it for product-based work - so this is great for me - the non-technical PM’s guide to building with Cursor.

​1. SaaS METRIC OF THE WEEK: Fundraising Metrics. Make your fundraising way less chaotic by getting these metrics dialed in. Unless you are pre-revenue, Investors will expect to see detailed ARR, CAC, LTV, retention rates, and engagement metrics. A strong data deck (or data room) can answer investors' questions and show a clear path to growth.

2. PRICING: Kicking off this new year right with some pricing upgrade levers that may actually work for ya. You can kill monthly billing to reduce early churn on agentic products; Remove seat limits but tighten usage caps tied to value; Raise entry-tier pricing to "encourage" upgrades.

3. CAPITAL: Oh! Is your AI stack quietly funded by junk bonds? Tom Tunguz breaks down how hyperscalers are leaning hard on debt to finance their AI capex - the AI biz model here is seriously mad, commodity-based products that need tens of billions in data center, GPU, and power financing- and what happens if growth slows before cash flows catch up?

4. BRAND vs DEMAND: In a recent survey, 168 B2B CMOs say brand matters, but the reality is that their budgets don't back that up. Actual spend sits at ~70% demand / ~25–30% brand, even though the ideal mix looks closer to 50% / 40%. 73% believe brand makes demand more efficient, yet only 28% can tie their brand to pipeline - so when cuts come, 55% protect demand and just 11% protect brand. Which brings us to the second part: reach is a brand-based challenge. Brand expands the pool; demand converts it - nice little sales tech-ism for the week.

5. EDUCATION: A follow-up from all of the above (2-4) - Clouded Judgement makes a sharp point most AI startups miss: education IS the go-to-market (see #4 above). Buyers don’t know what to build, let alone buy (see #3 for that). The winners teach the market which problems matter, how they should be solved, and why their worldview is right. Free tiers, sandboxes, fast time-to-value aren’t growth hacks - they’re education engines (see #2). Until customers learn by doing, demand stalls or churns.

6. LEADERSHIP: When you take a look around, most leaders perform with certainty. This article argues that it’s a risk. The best leaders run leadership similar to GTM teams: small experiments, fast feedback, public learning. Shorter cycles beat perfect plans, curiosity beats confidence (and IMO teams trust you more when you stop pretending you have the answers).

7. DEV: Has the cost of shipping software dropped due to AI? This piece makes a serious case that agentic coding collapses implementation time, not thinking time. Month-long internal tools now ship in days. Coordination overhead disappears. $50k builds become $5k problems. The real moat isn’t necessarily the code anymore - it’s domain knowledge plus taste. And don't forget - all those people with knowledge have to come up the ranks somewhere.

8. SYSTEM OF RECORDS: Another Clouded Judgement article, and this is my wheelhouse, so this spoke to me - sure AI is cool - but  the harder automation gets, the more enterprises need a hard core (and un-cool) source of truth that agents can reliably read/write. Systems of record don’t disappear; they get embedded as the truth layers that govern agent workflows and outputs.

9. REQUIREMENTS: This is also my wheelhouse, and I'm sure it's the same for many of you B2B-SaaS operators. Most projects/implementations don’t exactly start with clarity, but they do start with intent. This product-focused article argues the real skill isn’t forcing certainty early, it’s moving forward without pretending (I call it holding hands in the fog). Progressive elaboration and rolling-wave planning let you extract the signals from complexity, commit where you can, and deliberately leave the rest provisional/in the backlog. It’s a great article to frame how you can create momentum without boxing yourself into poor decisions or plans.

10. CASE STUDY: Series B+ raises. Most of us should be so lucky to get to this stage, but how do you raise funds beyond Series B (roughly 15% that raise seed make it to Series B). Scale Ventures’ Stacey Bishop gives the lowdown.

POD OF THE WEEK: Two enterprise AI operators who’ve shipped 50+ AI products (across OpenAI, Google, Amazon, and Databricks) break down what actually works when building and scaling AI.

1. SaaS METRIC OF THE WEEK: Rounding out the year with your holiday reading list - A Guide to SaaS Metrics from, and covers all the greatest hits and more (ARPA, LTV:CAC, Burn Multiples, etc).

2. NCT: Crack open your tech dictionaries, I have a new acronym to lob your way. OKRs are old school.  Ravi Mehta’s NCT (Narrative, Commitments, Tasks) model simplifies goal setting. So instead of vague objectives, start with a clear Narrative explaining the “why” behind each goal. Next, set 3-5 measurable commitments for the quarter, with Tasks as actionable steps. The difference is that OKRs can be overly ambitious, but NCTs focus on achievable milestones that align closely with strategic priorities, more Agile in a way, as course corrections are easier (and it increases team accountability).

3. PRODUCT DISCOVERY: Does your discovery motion look good on paper but not so much IRL? This article breaks down four product discovery models your teams actually use can use - Dual-Track Agile, Continuous Discovery, Opportunity Solution Trees, and Outcome-Driven Discovery - and it also shows where each one fails in practice. Useful if your discovery motion looks good on slides but not in shipped outcomes.

4. B2B AI: SaaStr makes it painfully clear: “AI-enhanced” is not a biz model. There are only three ways B2B AI actually makes money now: replacing a full workflow; replacing human labor with agents; or selling AI infrastructure itself. Everything else gets priced to zero.

5. VENTURE:  SaaStr again, this time they look at data from Vencap, which shows how unforgiving venture really is. Most VC funds don’t meaningfully outperform public markets, and outcomes hinge on one or two breakouts per fund. Useful read if you’re fundraising (or wondering why great VCs are rare). This article also backs up the basic premise that shit's overfunded.

INNOVATION: Such an overused and poorly understood phrase, often synonymous with economic progress. This article argues that it isn't true. Treating innovation as a magical growth lever obscures strategy, and it’s uneven and one of several forces that actually drive progress.

MICRO MANAGEMENT: It's bad, right?  Depends. This article makes the case for being Pro - it’s a spectrum of involvement. Some forms of it (teaching, co-ownership, guiding on high-risk work) accelerate learning and alignment, especially early on or when trust isn’t fully built. The key isn’t rigid delegation vs control - it’s clear expectations, context, and honest signals about why you’re (overly) involved.

BENCHMARKS: High Alpha’s 2025 SaaS Benchmarks are out (covering 800+ companies). Here are some highlights - but there are way more: top-quartile growth ~300% in <$5M ARR bands, upper NRR hitting 110%+, gross margins ~85% (at scale), and best-in-class ARR per employee near $350K–$400K+ on later stage teams.

EQUITY (and other things): Mostly Metrics breaks down when employee equity stops helping and starts becoming a problem - it’s not just dilution math, but hiring incentives, refresh pools, and retention traps that can bloat cap tables with little upside. Suggestion: early option pools of ~10–15% and first-hire grants often <1%, but pushing too hard can distort incentives (and screw over future raises).

CASE STUDY: Outbound ain't dead. Check out how Workflows.io scaled to $2M+ ARR by combining your old school classic cold outreach to an ICP list with automated email plus LinkedIn campaigns layered on AI-signals (website visits, founder connections, social engagement).

POD OF THE WEEK: The New AI Benchmarks fromJanelle Teng at Bessemer Venture Partners.

1. SaaS METRIC OF THE WEEK: SaaS METRIC OF THE WEEK:  CAC PAYBACK: The 'payback' period is the nuance of why we measure CAC. How long until we break even? Benchmark-wise, the negative trough is way longer than you think, so take a seat! New B2B customers, on average, take 2 years and 2 months to become profitable. This really highlights a deepening dependency on access to capital to fund a SaaS company's growth through these SaaS Cash Flow Trough. BONUS: Here are last week's CAC Payback benchmarks.


2. TESTING (MARKETING): According to this Reforge article, marketers often don't see the expected big returns from testing because they avoid major risks. Making bigger bets with strong business cases can lead to transformational success - it has some great IRL example bets from Groupon and Google, and there is also a "Big Bet Calculator" embedded in the article for you to use.


3. GOVERNANCE: Here is Mark Suster's series on his Medium Blog covering StartUp Boards. With a follow-up article that shows a board structure by stage! He also provides a blog post AND a 43-slide deck.


4. BUBBLE: The tech-ism cycle is generally always boom, bubble, bust, boom again (but a little more chill). Is AI going to be any different? Doubt it. Another good tech-ism is that we always overestimate short-term impact and underestimate long-term transformation. Crazy Stupid Tech breaks this down: hype comes first, usefulness comes later, and the real returns go to whoever survives the whipsawing.


5. AI MOATS: Fast follow-up from above, and this was discussed a few weeks back - Stratechery now also makes the argument that, when it comes to AI, the real moats aren't models - they're distribution and compute control. As of today, Google wins with integration, Nvidia wins with infrastructure, and OpenAI wins with velocity (for now). The takeaway for startups: your moat won't be "better AI," - side quest - here is a list of AI Startups that have raised $100m plus this last year.


6. TECH DEBT: Hey - we all have it. Everyone knows they'll have to pay down tech debt sooner or later - Hyperact takes a Product perspective and claims that tech debt is a product choice, not an engineering mistake. Worth the read, as we all need to consider tech debt further up the decision tree.


7. VERTICAL SAAS: I got this report from Stripe - Vertical SaaS is evolving and the category is maturing fast: 70% of companies now sell more than one product, fintech is the second product for nearly half of them, and AI adoption sits just over 50%.


8. ENTERPRISE SAAS: Gartner says global IT spend will break $6T in 2026, with enterprise software jumping 15.2%. But here's the kicker: most of that growth isn't new logos or usage - it's price hikes and AI add-ons. Budgets are rising, but tolerance probably isn't, so if you're selling into the enterprise, expect harder ROI scrutiny (even if those wallets technically "grow.").


9. FINANCIAL PLANNING: The end-of-year planning season is here, and SaaStr has a surprisingly useful AI benchmarking tool that builds a C60-style financial plan in seconds. Revenue, burn, CAC, payback, hiring - all benchmarked instantly against thousands of SaaS peers.


10. CASE STUDY: Super interesting article updating the classic startup playbook. MVP → PMF → scale is old school - unlocking hidden loops, data flywheels, distribution hacks, and agent-driven workflows are all part of the new playbook, along with design roles around outcomes and what it takes to be a leader in this new company design.


POD OF THE WEEK: This one is for all you metric nerds (like me:-)) - Don't forget to allocate CAC between new and existing customers. This oversight leads to misleading KPIs, inaccurate CAC payback, flawed LTV-to-CAC ratios, and unreliable unit economics.

​1. SaaS METRIC OF THE WEEK: GES: Growth Endurance Score is a metric that assesses a company's ability to sustain growth over time. GES measures this efficiency by factoring in both net retention and customer acquisition efficiency. A high GES correlates with long-term business health and resilience. This score provides valuable insights for businesses aiming for consistent, sustainable growth. Bessemer has drilled deeper into it and plotted ARR growth lost YoY, and found that the decay is fairly predictable at 30%. That's a benchmark - in other words, you should expect next year's growth rate to be 70% of the current year, as the stakes get higher.


2. AI BENCHMARKS: HubSpot benchmarked 500 startups' AI-GTM setups in this 3-part report (part 2 and part 3 here) - 37% say AI lowered CAC and 72% improved upsell/cross-sell.  Those Startups dedicating 50%+ of their GTM tech stack to AI hit meaningful scale: higher ARR brackets, and outsized efficiency.  Some major barriers remain for many of us: 23% cite high cost, 17% cite a lack of AI expertise.


3. GROWTH LEVERS: Fast follow from number 2 above, a lot of startups say AI growth is now cheap. Kyle Poyar's Growth Unhinged shows how top PLG teams spend less on new channels, yet sell more via AI-driven content, intent-outbound, and search. If you're not treating AI as your growth stack, you're probably falling behind.


4. MOATS: A16z revisits their 2020 classic: margins don't make great companies, moats do. In this new AI-infused era, defensibility still comes from the old pillars - network effects, brand, scale, switching costs, proprietary tech - and now, momentum reeeeaaallly matters too. High margins alone can be a red flag that your product isn't using AI.


5. WRITING: Here is a bit that flips on the AI panic: it's not writers getting replaced, it's readers. It's kinda like SEO - writers start optimizing for LLMs as their true audience, trading human readers for influence and speculative digital immortality....let the enshitifcation or dead internet theory flow!


6. HIRING: Hey founders - here is a pretty accurate techism: You will never be able to hire anyone better than you. Y'all set the talent ceiling, so curate your team like your product. Recruiting is the game.


7. NAME: Who knew that picking a company name could be complicated? Picking a company name looks simple - but most of us skip the hard parts. According to First Round Review's playbook, you should derive names from your positioning statement, brainstorm hundreds of options, test how your audience pronounces and remembers them, then vet for domain, trademark, and growth-fit.


8. AI WARS v2: I've talked about the Public Cloud AI wars underway in the past, and the Clouded Judgement blog has picked up on it too - Model scores don't rule anymore. With Gemini 3.0 that Google launched last week, Google isn't just chasing benchmark wins, it's bundling AI into Android, Chrome, Workspace, and more (like doubling AI capacity every 6 months!). Anyway, Google AI is all over my shit this week - here is how to turn it all off! The fight now is distribution, tools, and ecosystem -where we all touch AI every day.


9. VALUATIONS: There is a lot in here. The latest from Data Driven VC shows that top-tier private tech companies are losing ~20% of their value month over month; AI & crypto are still dominating; and EV/NTM revenue multiples have compressed significantly across sectors.


10. CASE STUDY: Check this deep-dive on Microsoft's AI strategy - which traces the "big pause" in datacenter build-out, how the Azure-OpenAI tie-up evolved, and why the real battleground now is tokens and infrastructure economics (see #8 above!).


POD OF THE WEEK: Lenny's Newsletter breaks down the clearest coldstart guide to building with AI: how to scope an AI product, when not to use models, evaluation traps, and what real teams ship first. If you're building anything AI-adjacent in 2026, use this to get your brain started.

1. SaaS METRIC OF THE WEEK: ASP or Average Sales Price. ASP tracks the average price new customers pay when signing up. Unlike ARPA, which includes renewals and expansions, ASP spotlights initial deal size—a key signal for sales performance and pricing strategy. Track it by region, plan, or channel to optimize revenue growth.


2. UN-SCALE: I've talked about this a few times - we're all focused on building out that repeatable, scalable business model, but along the way, there are things that have to be done that are totally un-scalable.  This article highlights three specific non-scalable things sales teams should be doing right now.


3. AI-WARS: With OpenAI's new Browser, 'Atlas', and Perplexity's Comet, a new AI war has started for the Browser - shots are being fired at the dominance of Chrome. Security nightmare? You betcha, but it's part of a bigger play to own the full stack: model, agent, and now interface. The Chrome vs. ChatGPT battle is officially on.


4. AI SECURITY: Another week, another AI report but this one complements the AI Security nightmare in #3 above, Aikido's 2026 State of AI Security has to be a bit of a wake-up call: 90% of AI/ML repos have unresolved security issues, and model-level risks (e.g., prompt injection, training data poisoning) are rising - not even bringing up the browser issues. Security needs to shift - again.


5. FUNDRAISING: Going into fundraise mode is a bit of a full-time job, so check this great free AI-powered fundraising kit. Includes investor matching, warm intro prep, and a due diligence checklist. (and built by founders, not VCs - with a sprinkle of AI on top).


6. LEADERSHIP: Conflict is not necessarily a bad thing, and avoiding conflict is the fastest way to stall your team. In that article, Hypergrowth Partners makes the argument that great companies normalize tension and use it as a growth lever.


7. MARKETING: In many circles, LinkedIn is seen as a bit cringe, but it compounds. MKT1 breaks down the "LinkedIn Flywheel" - how founders and operators can use lightweight posting, engagement, and repackaging to build real pipeline without becoming a <insert vocal fry> thoughtfluencer.


8. TASTE: In our ever increasingly overcrowded SaaS markets, taste can be a competitive advantage. Sam Tomlinson explains why it's more than just aesthetics, as taste can help teams pick the right problems, craft better products, and earn trust faster.


9. SALES: Outreach analyzed millions of sales activities to uncover what's working as we start wrapping up 2025. Top reps are now sending 20% fewer emails but book 25% more meetings. Personalization still wins, but speed to first touch and persistence look to be the real differentiators.


10. CASE STUDY: How Intercom built a $50MM ARR Empire using strategic Content Marketing and SEO.


POD OF THE WEEK: Also a bit of a case study, and I've already shared this out a few times. Cursor is turning into a project manager's dream product-management system - featuring Dennis Yang from Chime.

1. SaaS METRIC OF THE WEEK: CLTV to CAC Ratio: This is the classic signal of go-to-market efficiency. Everyone quotes 3:1 (too low, likely not PMF, too high, you ain't spending enough on marketing) — but this breakdown goes deeper with benchmarks by sales motion (PLG vs enterprise), contract size, and stage. Bonus: includes a free model template to run your own numbers.


2. VENTURE: PitchBook's Q2 report is out: global VC fundraising is down 32% YoY, and new fund launches hit a decade low. But dry powder is very much still around (and remains high), and early-stage rounds are holding firm. The market is slow, but not dead.


3. BOTTOMS UP: Bottoms up adoption is hard to crack😉 (learn more about the bottoms up model here). For example, according to Gergely Orosz, Hashcorp has a total of 4,300 customers, but only ~800 of them generate 90% of their annual revenue. And here is how to forecast.


4. AI: Like the great SaaS Ponzi schemes I joke about — AI may be worse. When we all have 100 agents, who's actually doing the work? SaaStr explores what may happen next: consolidation, vertical focus, and agent collapse?


5. WORKFLOWS: Workflows are eating SaaS. Clouded Judgement breaks down why every SaaS company wants to be a system of action — not just record. Usage-based pricing, AI features, and margin pressure are all fueling the shift.


6. SCALING: Sure, software is scalable, but Startups don't scale by adding people — they scale by building systems. This breakdown covers how to layer ops, reduce founder dependency, and keep complexity from killing momentum.


7. LOOP MARKETING: Hubspot has a brand new term for your teh dictionary: Loop Marketing. It's all about ditching more traditional funnels we all know well and embracing real-time feedback loops designed to connect product, content, and community to drive growth. Sounds a bit froo froo, but this matters because now about 60% of all Google searches end in zero clicks - users are getting answers from AI overviews without ever visiting your website. Looping means getting cited there.


8. SOFTWARE 3.0: Bessemer takes a crack at mapping the future of dev tooling in the AI era and are calling it "Software 3.0," - which is eval-first workflows, agentic infrastructure, and tools that help devs manage hallucinations, kinda the new style of bugs.


9. PRIVATE MARKETS: Super interesting question: What if AI doesn't just disrupt how companies operate — but how they're valued? Colossus explores how AI could reshape underwriting, due diligence, and exits in private markets.


10. CASE STUDY: Do your profit margins need a tweak? Here are 40 strategies for improving your profit margins from Sameer Dholakia, with a case study on SendGrid (from high burn to growth and IPO)


POD OF THE WEEK: From CJ Guftason, how much revenue do you need to IPO in 2025?

1. SaaS METRIC OF THE WEEK: Attribution - Marketing attribution models help marketers assess the data behind user touch points and conversions to understand the return on Investment and effort. Learn more here on Single-touch attribution models, Multi-touch attribution models, attribution tools,  and more to make better data-driven marketing decisions.


2. HOMEPAGES: IS your homepage a barrier to sales, opportunities, value prop comms?? This article makes the case that it is (as potential users want to get their hands on the end product as quickly as possible) - it's a time to value play across PLG and classic Sales lead SaaS.


3. CONTRADICTION: Point Nine Capital discusses the importance of embracing contradictions in business and also uses one of my new favorite phrases, "Startup Advice Industrial Complex". Startup Leaders should balance conflicting priorities, such as growth vs. profitability and innovation vs. stability, to drive success. In theory, understanding and managing these paradoxes should lead to more resilient and adaptable companies (and teams).


4. DESIGN: For the first time ever, I got the most comments from last week's post based on the Pod of the week - focused on Design Thinking for non-humans (agents, cars, etc), so I figure I should up the Product/Design listings in this newsletter. Most SaaS software/tools today feel like Costco - designed for bulk use, not necessarily individual joy. This sharp piece explains why "good design" now means consistency, speed, and scale over delight or elegance.


5. VC LANDSCAPE: AI now powers 47% of all new VC-backed startups. The Median time from pitch to term sheet? Just 6 days!!!!! Whut?? Infra is hot (as I mentioned last week), fintech is cooling, and round sizes are holding steady. Always Charts galore with The Data Driven VC.


6. MARKETS: Silicon Valley Bank's H2 2025 report is out (yup - SVB is still very much around): flat funding, cautious investors, and a "slow burn" recovery - all the negative hits still on repeat. But signs of life in AI infra and B2B SaaS. Profitable growth remains in vogue - burn multiples are under the microscope. SaaStr also takes a deep look into the market and adds color - some startups are thriving, while others are circling the drain.


7. AI MARKET SIZE: SaaStr pulled some data from a bunch of different sources and made a bold call: AI will be bigger than cloud by 2030. (Despite being 15 years its junior). AI is scaling so much faster, embedding deeper, and monetizing more aggressively than cloud ever did (or could).


8. VENTURE: Anyone that's raised here has heard the dreaded phrases: "Too early," "too crowded," "not in our thesis" - VC-isms. This article breaks down the real reasons VCs say no. 10 rejection themes, decoded with some brutal clarity. A must-bookmark/read in prep for your next raise.


9. EARNINGS: Snowflake just posted $900M in Q2 revenue, growing 35% YoY. Tomasz Tunguz unpacks the numbers - usage-based pricing is working, AI workloads are rising, but headcount growth is flat. Efficiency remains the neo-scale.


10. CASE STUDY: SaaStr shipped 3 IRL apps using Vibe Coding (and lived to tell the tale). What worked: shipping fast with small teams. What didn't: vague specs and AI guesswork. Brutally honest, super helpful.


POD OF THE WEEK: Benchmark's Miles Grimshaw drops gold on what actually makes startups venture-scale. Jason Lemkin (SaaStr) and Marc Benioff are also there and go deep on what makes SaaS great — and what breaks it. ​