Sales Science

The Q1 State of SaaS is now live. We've analysed results from 35 publicly traded SaaS companies, breaking things down by CAC Payback, ARR growth rates, GTM efficiency, and more.

What’s inside this episode:

PLG vs Sales-led performance
High-growth vs low-growth comparisons
CAC payback, Magic Number & GTM efficiency breakdowns
Growth rate trends and S&M spend patterns
Who’s still growing? Who’s in decline?

Spoiler: CAC payback has blown out for most companies, GTM efficiency is still falling, and growth is slowing faster than spend is.

We’re in a weird spot - growth is down, spend is down, but results are not up. So what’s next for SaaS? Matt breaks it all down.

Grab your copy of the full Q1 State of SaaS report here - https://thesaasreport.beehiiv.com/subscribe

It took Matt 50+ hours to put together - so if you get value from this, hit that Subscribe button before you download. It really helps.

Thanks for tuning in.

#saas #b2bsales #outboundsales #arr #freecashflow #salesandmarketing 

In this episode we break down Q1 earnings from GitLab, Nutanix, Pure Storage, and Paylocity — plus, we demo our in-house voice AI agent and discuss Marc Andreessen’s bold AI thesis.

Here’s what we cover:

• GitLab: Slower ARR growth, CAC payback blows out to 109 months
• Nutanix: 3rd straight quarter of positive operating income
• Pure Storage: 7-year recurring revenue growth, but tricky SaaS comps
• Paylocity: Strong margins, fast CAC payback, and consistent earnings
• Voice AI Agent: Real-world pilot results + use cases for outbound
• Marc Andreessen: “All incumbents get nuked by AI” — why he might be right

Subscribe for more SaaS, AI, and go-to-market insights.

Drop a comment if you want a demo of the AI calling agent.

#SaaS #AI #TechEarnings #VoiceAI #GitLab #Paylocity #Nutanix #PureStorage

In this week’s episode, we break down the latest performance from four major SaaS players - Rubrik, Asana, MongoDB, and CrowdStrike - and dig into what’s really going on under the hood.

We cover:

Rubrik’s wild growth (54% YoY!) and eye-watering 61% S&M spend
Asana’s GTM efficiency collapse and the uphill battle to cut costs
MongoDB’s consistent ARR gains and tighter OpEx discipline
CrowdStrike’s standout GRR and the implications of surging OPEX

Plus, two major topics impacting sales and AI:

Apple’s iOS 26 Call Screening - Is this the end of cold calling as we know it? We unpack how this default feature could derail outbound teams and change the GTM playbook for good.

Apple’s AI Paper: “The Illusion of Thinking” - A must-know for anyone building in AI. We explore how Apple challenges the current hype around large reasoning models (LRMs) and what this means for the road to AGI.

If you're deep in SaaS, sales strategy, or AI innovation, this is an episode you won’t want to miss.

#SaaS #ARR #Rubrik #Apple #LLM #MongDB #Asana

In this episode, we dive deep into Q1 earnings across some of the most talked-about SaaS names—UiPath, Salesforce, Box, and PagerDuty—and what the data is telling us about the broader SaaS market in 2025.

Klarna’s AI U-turn: After touting an AI assistant that replaced 700 agents, Klarna is hiring humans again. We unpack what this means and whether this is a genuine shift or a PR move ahead of IPO.

This is a preview of our Q1 State of SaaS report—coming soon.

https://thesaasreport.beehiiv.com/subscribe

Subscribe for weekly insights on SaaS earnings, startup funding, AI in go-to-market, and more.

#SaaS #Salesforce #UiPath #Klarna #Startups #CACPayback #SaaSEarnings #AI #AgenticAI #Startups2025 #GoToMarket

Welcome back to The SaaS Report! After a short break, we're diving deep into the Q1 earnings from some of the biggest names in enterprise software—Workday, Zoom, Palo Alto Networks, and Snowflake. We also cover Salesforce’s $8 billion acquisition of Informatica, how we are using AI in GTM today and, finally, we’ll preview Crunchbase's latest report on venture funding and tech trends.

Whether you're in SaaS sales, GTM strategy, or just a tech market nerd, this episode breaks down the numbers and strategies shaping the market in 2025.

Don’t forget to like, comment, and subscribe for more weekly SaaS breakdowns.

I Analysed 30 SaaS Giants for 43 Hours – Here’s What I Found

After spending 43 hours deep-diving into the 10-Ks and Q4 reports of 30 of the world’s top public SaaS companies—including Salesforce, Hubspot, Palantir, and Workday—I uncovered 3 key trends shaping the future of SaaS:

🚨 Slowing Growth
 📉 Flat Efficiency Gains (FCF & Op Margins)
 🛑 Declining GTM Efficiency

In this video, I break down the data behind each of these insights, covering 15 core SaaS metrics like CAC Payback, ARR per Employee, FCF Margins, and the Rule of X. You’ll also hear which companies are bucking the trend and continuing to thrive—and which ones are falling behind.

If you’re in SaaS, RevOps, or GTM—this is must-know info.

👇 Know someone at Atlassian, Rubrik, or ServiceNow? Let’s connect.
 💬 Drop a comment if there’s a metric or company you'd like covered next.

 #SaaS #SaaSMetrics #GTMstrategy #CACpayback #ARRgrowth #SaaSvaluation #RevOps #SaaScompanies #SaaS2025 #SaaSanalysis #FreeCashFlow #SaaStrends #B2Bgrowth

Still sending follow-ups that start with "Just checking in"?
You're already behind. In 2025, inboxes are where sales emails go to die—and lazy follow-ups are the fastest route to being ignored, deleted, or blocked.

This video breaks down the new follow-up strategy that top reps are using to stay relevant, build trust, and close more deals without spamming or begging for attention.

Whether you're in B2B, SaaS, or outbound SDR—this mindset shift will change how you sell.

👍 Liked this?
Smash that like button, subscribe for more no-fluff sales strategy, and share this with a rep who still thinks “just checking in” is a strategy.

#ModernSales #SalesFollowUp #B2BSalesTips #TrustBasedSelling #Sales2025 #SalesStrategy #EmailOutreach #salesenablement 

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Are You Actually Selling — Or Just Looking Busy? 

If you're spending more time in Salesforce than on sales calls, it might be time for a reality check.

In this video, we break down a harsh truth: Sales admin is not selling. Updating pipelines, organising contacts, and endless "research" may feel productive—but it’s actually procrastination in disguise.

We’ll dive into why this habit is crushing your confidence, killing your performance, and what to do instead to shift gears and start winning in sales.

Whether you’re a rep looking to boost performance or a manager wanting to unlock your team’s potential—this one’s for you.

Don’t forget to like, subscribe, and turn on notifications for more sales mindset and performance videos.

Remember:
Busy doesn’t build careers.
Courage does.

Music from #Uppbeat (free for Creators!): https://uppbeat.io/t/mountaineer/foggy-glass License code: 3IDZHKOHBEZIZRDY

#SalesMindset #SalesMotivation #B2BSales #SalesPerformance #SalesTips #ColdCalling #SalesLeadership #SalesProductivity #CloseMoreDeals #InsideSales #SalesTraining #RejectionToRevenue #SalesConfidence

Are your sales calls going straight to voicemail? Or worse — marked as SPAM RISK?
You might be losing sales before you even say a word — and it’s probably not your pitch. It’s your phone number.

In this video, I break down the real reason your prospects aren’t answering, and 3 fast, practical fixes that can seriously boost your connection rate — starting today.

Whether you’re in B2B sales, cold outreach, or just trying to hit your quota this quarter, these tips could be the game-changer you’ve been missing.

Don't waste another call. Watch now and fix your answer rate for good.

If this helped, hit that Like button — it helps more people stop getting ghosted.
And subscribe for more real-world, no-BS sales tips every week.

#SalesTips #ColdCalling #SalesStrategy #B2BSales #SalesCall #OutboundSales #SalesTraining #SalesAdvice #LeadGeneration #ConnectRate #CloseDeals

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In this video, Matt reflects on a recent cold call experience that felt like it came straight out of an 80s Wall Street movie — high-pressure, filled with buzzwords, and completely ignoring the prospect's actual needs. This outdated approach made him wonder: Are people still using this strategy in 2025?

Matt dives into why the old sales playbook no longer works and why the "pitch harder" method is leaving salespeople behind. Drawing from his own experience on both sides of the sales conversation, Matt shares practical, modern strategies that actually lead to successful sales outcomes in today’s world.

If you're in sales or just want to improve your outreach, here are the key takeaways:

1. Lead with the Problem, Not the Pitch: Rather than diving into product features, start by addressing the problem your prospect is facing. It’s about relevance and understanding their pain.
2. Ask to Discover, Not Deliver: Matt encourages salespeople to be more like doctors than salespeople — diagnose the problem before presenting a solution.
3. Know When to Walk Away: If the prospect isn’t a good fit, it's okay to move on. Wasting time on unqualified leads is counterproductive for everyone involved.
4. Share Insights, Not Just Features: Even if a prospect doesn’t buy, leave them with valuable insights that will make you memorable and position you as a trusted advisor.

Matt’s advice is simple but powerful: Stop following the outdated "pitch first" approach, and instead, focus on problem-solving and offering real value. This shift in mindset will help you build better relationships and see more successful sales outcomes.

Like and subscribe for more sales tips and insights that will help transform your approach to outreach.