Let’s talk SaaS. In this current startup climate, we’ve got two competing forces: a shrinking economy and an outdated B2B sales approach. Not exactly ideal, right? This brings me to a tweet I love by Harry Stebbings (above).

So, what’s the game plan? First things first, figure out if your company has what it takes to be a platform, not just a capability. Consumers are looking for bundled solutions, so swing that pendulum.

Next, focus on distribution over product. Decision makers are tired of SDRs promising them the world. A fresh B2B sales motion in 2023 will be your best resource to stand out. Don’t waste your time trying to out-engineer well-resourced companies.

And lastly, the low-hanging fruit of ZIRP has been picked. Time for a mindset shift for early-stage founders if they want to survive. Let’s do this.