SaaStr Annual 2024: 2024 State of SaaS GTM with Theory Ventures

Explore the latest trends and strategies in SaaS Go-to-Market (GTM) approaches with experts from Theory Ventures. This session will provide insights into the evolving landscape of SaaS marketing and sales tactics for 2024. Learn about innovative methods for customer acquisition, retention, and scaling your SaaS business. Discover key metrics and benchmarks that are shaping the industry this year. Whether you're refining your GTM strategy or exploring new approaches, this session offers valuable guidance for success in the SaaS market.

1. 2024 GTM Survey Tomasz Tunguz General Partner Theory Ventures

2. Respondent Demographics

3. Mostly Early Stage Companies

4. About 25% of Respondents Purely Remote

5. Most Respondents are Well Capitalized

6. Even Split Across Pricing Models

7. Broad Representation Across Buyer Populations

8. Mid-Market ACVs Best Represented

9. 10 Observations in 2024

10. Average Outlook is 6.7, Up from 6.1 in 2022.

11. Biggest Stressor are Sales Cycles Lengthening.

12. 56% of Respondents Saw Increased Sales Cycles; Median Elongation 12 Days

13. Payback Periods Increase by 12% on Average, Likely a Result of Sales Cycles

14. Quota Increased by 13.75% y/y on Average ; Nearly 50% for the Top Third

15. Most Founders Expected No Change in Fundraising Prices

16. Typical Company Saw a 9% Increase in Sales Qualified Lead Conversion

17. No Statistically Significant Impact of AI on Sales Conversion Rate

18. No Statistically Significant Impact of AI on Growth Rate 24/23

19. The Perceived AI Efficiency Gain is Much Higher than Observed Efficiency

20. Combination Usage & Seat Saw 3x the NDR Expansion of Other Pricing Strategies

21. Conclusions Founders more positive than 2022 Sales Cycles are Longer Which Linearly Increases Payback Periods Still, Quotas are 14% Higher than Last Year vs 3.4% CPI Inflation 9% Sales Lead Conversion Makes the Numbers Foot

22. Conclusions 6. AI Not Impacting Conversion Rate 7. AI Has no Noticeable Impact on ARR Growth 8. Perceived AI Efficiency Gain >> Measure Gain 9. Combination Seat + Usage Saw 3x the NDR of Other Pricing Plans

23. Q&A

24. Email: [email protected] Website: https://theory.ventures/ Blog: https://tomtunguz.com/ LinkedIn: Theory Ventures X: @Theoryvc