AI isn’t killing SaaS. It’s repricing the economics of the entire software industry. While AI-native companies redefine productivity and revenue per employee, enterprise software vendors face a more fundamental challenge: proving where their real value lies. The future won’t belong to the companies with the flashiest AI features—it will belong to those that own workflows, absorb complexity, and redesign their operating models.
Most Companies Don’t Have a Sales Problem. They Have Revenue Fragility.
Most companies don't have a sales problem. They have a revenue fragility problem. When growth depends on a few key people, heroic effort, or untested assumptions, the system is one resignation away from collapse. This article explains how to move from commercial craftsmanship to Revenue Architecture — a designed, scalable, predictable engine.
Unlocking SaaS Potential: Harnessing Jobs to Be Done and Strategic Pricing for Maximum Impact
The Jobs-to-be-Done (JTBD) framework and strategic pricing are vital for SaaS companies to develop targeted solutions, resonant messaging, and compelling value propositions. By understanding core customer needs, companies can align product features and pricing models, creating meaningful connections and driving sustainable growth. Pricing strategies including value-based pricing, tiered pricing, freemium models, outcome-driven pricing, and dynamic pricing can maximize revenue potential and customer satisfaction. Successful implementation of these strategies is exemplified by companies like Slack and HubSpot.
Emmanuel Obadia & Partners | Transform & Innovate 