# Top 10 in Tech - What to know for Week ending February 6, 2026

Published: 6 February 2026
Canonical: https://www.top10in.tech/posts/week-ending-february-6-2025

## 1. SaaS METRIC OF THE WEEK: SaaS METRIC OF THE WEEK

Not all ARR is created equal - and some is [faster](https://www.saastr.com/everything-now-is-just-faf-have-you-adjusted)! This week’s breakdown from The SaaS CFO explains [how to split AI ARR from traditional SaaS ARR](https://www.thesaascfo.com/ai-arr-vs-saas-arr-how-to-define-and-calculate)—vital as more tools blend AI features, infra, [services](https://www.linkedin.com/posts/top10intech_this-week-were-spotlighting-the-9-slot-activity-7347806208826740738-glmo?utm_source=share&utm_medium=member_desktop&rcm=ACoAAACrkI8BULv18qWu35SugsZE8nUlV5smaTQ), and usage-based models.

Link: https://www.saastr.com/everything-now-is-just-faf-have-you-adjusted

## 2. MOSTLY METRICS

I like [this newsletter a lot - SaaS isn’t dead](https://www.mostlymetrics.com/p/rumors-of-my-death-have-been-greatly-exaggerated), 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.

Link: https://www.mostlymetrics.com/p/rumors-of-my-death-have-been-greatly-exaggerated

## 3. PRODUCTIVITY

Tomasz Tunguz draws a sharp [parallel between Ford’s assembly line innovation and AI-assisted coding](https://tomtunguz.com/the-model-t-comes-to-silicon-valley/) 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.

Link: https://tomtunguz.com/the-model-t-comes-to-silicon-valley/

## 4. BUYERS 1

New report - [6sense’s 2025 Buyer Experience Report](https://6sense.com/science-of-b2b/buyer-experience-report-2025) 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.

Link: https://6sense.com/science-of-b2b/buyer-experience-report-2025

## 5. BUYERS 2

A follow-up to #4 above - are your Funnels lying to you? [This article](https://mnorthfield.substack.com/p/the-gravity-of-buying-and-the-buyers)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.

Link: https://mnorthfield.substack.com/p/the-gravity-of-buying-and-the-buyers

## 6. UNFAIR ADVANTAGES

Gaurav Vohra's [Unfair Advantages Framework](https://substack.gauravvohra.com/p/the-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.

Link: https://substack.gauravvohra.com/p/the-unfair-advantages-framework

## 7. STRENGTHS AND WEAKNESSES

Expanding on number 5 above, [this article explores how to turn a competitor's strength into your own advantage](https://aprildunford.substack.com/p/how-to-turn-a-competitors-strength): Reposition their wins as your opportunities to differentiate, pivot, and outpace - really critical in today's competitive SaaS markets (with some good examples)

Link: https://aprildunford.substack.com/p/how-to-turn-a-competitors-strength

## 8. FOUNDER QUESTIONS

What can drive success for all y'all at the early stages in 2025? Check out [these 16 questions](https://www.focusedchaos.co/p/16-questions-i-ask-founders) you can use and be prepared to answer around strategy, customer focus, scaling plans, etc.

Link: https://www.focusedchaos.co/p/16-questions-i-ask-founders

## 9. SALES

PLG is all fun and games in the early days, but [at some point, as companies scale, it has to grow up](https://thegtmnewsletter.substack.com/p/how-to-navigate-the-shift-from-product). 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).

Link: https://thegtmnewsletter.substack.com/p/how-to-navigate-the-shift-from-product

## 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](https://medium.com/craft-ventures/inside-supabases-product-community-led-growth-e4799823fbb2) 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).

Link: https://medium.com/craft-ventures/inside-supabases-product-community-led-growth-e4799823fbb2

## 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)](https://www.lennysnewsletter.com/p/why-your-product-stopped-growing).

Link: https://www.lennysnewsletter.com/p/why-your-product-stopped-growing