12% of SaaS deals collapse in the proposal/negotiation stage. Learn why price objections, contract issues, and procurement delays derail startups—and how founders can fix them.
Why 22% of SaaS Deals Are Lost in the Needs Assessment / Solution Design Stage
22% of SaaS deals fail in solution design. Technical gaps, weak differentiation, and shifting buyer priorities kill opportunities. Learn how startups can master this stage to boost credibility and win rates.
Why Do Product/Market Fit Studies Cost More Than $10,000 for Pre-Seed Enterprise SaaS Companies?
Product/market fit is the holy grail for pre-seed SaaS founders. But why do professional PMF studies cost $10,000 or more? Here’s a breakdown of the costs and alternatives.
Why 28% of B2B SaaS Deals Are Lost in the Qualification Stage
28% of SaaS deals die in the qualification stage. Budget gaps, missing executives, poor fit, bad timing, and weak ROI cases sink opportunities. Learn how early-stage CEOs can fix qualification discipline.
Builder.ai’s Rise and Collapse: Lessons for Seed-Stage SaaS CEOs
Builder.ai, once a $1.5 billion AI unicorn backed by Microsoft and Qatar’s sovereign fund, has collapsed under the weight of fraud and hype. Marketed as a no-code, AI-powered app builder, the company relied heavily on human developers and inflated its revenue through round-tripping deals. This 3,000-word deep-dive traces Builder.ai’s rise, the discovery of its fraudulent practices, and comparisons to similar scandals like Theranos, Zymergen, Frank, and WeWork. Most importantly, it outlines the lessons seed-stage SaaS CEOs must learn: transparency in technology claims, strong financial governance, resisting hype-driven valuations, and building customer trust over vanity fundraising. For SaaS founders navigating today’s AI-saturated market, Builder.ai is a cautionary tale: hype might win headlines, but integrity is the only true differentiator.
Why 35% of B2B SaaS Deals Are Lost in the Discovery Stage
Why do 35% of B2B SaaS deals die in discovery? Most losses stem from poor discovery, missed decision-makers, weak differentiation, and lack of trust. Learn how early-stage CEOs can fix this.
Participant Recruitment: The Achilles Heel of Qualitative B2B Research
B2B SaaS research, participant recruitment, Win/Loss interviews, willingness-to-pay studies, ICP validation, qualitative research challenges, SaaS pricing research
2024 B2B Sales Benchmark Report: Why Top Performers Win Deals and Average Reps Lose in the U.S., U.K., and Global Markets
The 2024 B2B Sales Benchmark Report reveals why top performers consistently win deals while average reps struggle. Analyzing $54B in revenue and 4.2M opportunities, this article explores how pipeline generation, qualification, objections, relationships, and deal management drive success—or failure—in U.S., U.K., and global markets.
Why I Don’t Help Pre-Seed or Seed Stage SaaS Firms Raise Venture Capital
Many consultants promise to help pre-seed and seed-stage SaaS startups raise capital—but without a Series 7 license, those services can expose founders to serious legal and financial risks. In this article, I explain why I avoid fundraising engagements, the SEC’s crackdown on unlicensed brokers, and what it really costs to work with a licensed broker-dealer.
Why Enterprise SaaS Companies Win or Lose Deals: A Deep Dive into 2024–2025 Win/Loss Statistics
Enterprise SaaS win/loss statistics from 2024–2025 reveal that average win rates sit at 19%, but deals with prior champions close at nearly 50%. This blog explores the key drivers of SaaS wins and losses, including brand awareness, buyer indecision, deal sizes, pricing models, and the rising importance of trust and relationships.