3% of SaaS deals collapse in the contract stage. Budget freezes, leadership changes, and lapsed timelines derail agreements. Learn how startups can safeguard late-stage deals and close with confidence.

3% of SaaS deals collapse in the contract stage. Budget freezes, leadership changes, and lapsed timelines derail agreements. Learn how startups can safeguard late-stage deals and close with confidence.
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.
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.
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.
The narrative that “software buys software” oversimplifies enterprise reality. While Jeff Morris Jr. argues that procurement is shifting to AI agents making algorithmic, impersonal buying decisions, the evidence says otherwise. AI agents today are experimental, risky, and far from handling the complexity of multimillion-dollar enterprise deals. Trust, relationships, compliance, and governance remain central to software procurement. Instead of replacing sales teams, AI is emerging as a co-pilot—augmenting research, recommendations, and workflows. Authoritative sources like Reuters, Goldman Sachs, and Gartner emphasize that full autonomy in procurement remains speculative. Enterprises still rely on human judgment, negotiation, and accountability. This blog explores why algorithmic procurement is a mirage, not a present reality, and why hybrid, human-in-the-loop models are the real future. For SaaS founders and executives, the takeaway is clear: invest in AI augmentation, but don’t abandon the sales craft that still drives trust and deals.
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.