Jared and Bobby Napiltonia discuss the current SaaS go-to-market landscape, covering the future of subscriptions, AI in pricing and customer support, and evolving channel dynamics. They highlight AI's impact on industries, the rise of robotics, and the changing review site landscape. Emphasis is placed on adaptation, partnerships, niche markets, vertical SaaS, off-balance sheet resources, system integrators, second-party data, and market-based thinking. Understanding customer industries and building partnerships with conviction and perseverance are key themes.

Takeaways:

• The SaaS go-to-market landscape is undergoing significant changes, and businesses need to adapt to stay competitive.
• The future of subscriptions is uncertain, and outcome-based pricing may become more prevalent.
• AI has the potential to revolutionize pricing and customer support, but it needs to be applied strategically and with a focus on customer success.
• The channel will play a crucial role in the future of go-to-market strategies, and businesses should consider regional expertise and trusted partners.
• Industries like manufacturing and welding are being disrupted by AI and robotics, leading to changes in labor markets and job requirements.
• Review sites are losing credibility, and businesses should focus on building trust and leveraging word-of-mouth recommendations. Partnerships and ecosystems play a crucial role in the SaaS industry, enabling companies to reach niche markets and provide specialized solutions.
• Vertical SaaS is gaining popularity as businesses seek industry-specific solutions that cater to their unique processes and requirements.
• Off-balance sheet resources, such as partnerships, can provide cost-effective solutions and expertise that companies may not have in-house.
• Understanding the customer's industry and challenges is essential for effective selling and building successful partnerships.
• Conviction and perseverance are key in building partnerships and driving success in the SaaS industry.

Chapters:

00:00 Introduction and Revisiting the Past

03:25 The Uncertain Future of Subscriptions

06:26 AI's Impact on Pricing and Customer Support

09:12 The Role of the Channel in Go-to-Market Strategies

11:18 Disruption and Opportunities in Manufacturing and Robotics

14:34 The Decline of Review Sites and the Importance of Trust

21:32 The Changing Landscape of System Integrators

23:41 The Value of Second-Party Data in a Cookieless World

26:05 Understanding the Customer's Industry and Challenges

31:08 Building Partnerships with Conviction and Perseverance