Sales & Revenue

B2B Go-to-Market & Retention. Published every Thursday, here and by RSS.

47 stories 7 issues 9 categories

Pricing & Packaging Benchmarks Retention & CS AI in GTM Compensation Market Moves Buying Process Leadership Practice

Top stories

When Inbound Sells Itself

Vercel scaled down its inbound sales development team from 10 people to 1.25 by automating 90% of inbound sales development. Additionally, their home-built support agent handles 93% of all support cases, keeping the total annual infrastructure cost for both systems in the single-digit thousands.

Why it matters — Inbound sales development and customer support can be automated up to 90%+ using custom AI agents for a negligible infrastructure cost, drastically reducing GTM headcount.

Tomasz Tunguz · 17 September 2026 · Read the original →

AI in GTM

We Run 21 AI Agents and They’ve Closed Millions. But There Still Isn’t a Good AI Account Executive. Yet

SaaStr deployed 21 AI agents in production to handle lead resurrection, meeting booking, invoicing, and Salesforce updates, which helped close millions in revenue. This automation allowed their human GTM team to shrink from over six members to just 1.5 while maintaining or increasing overall output.

Why it matters — AI agents can successfully take over administrative and repetitive GTM tasks like lead follow-up and collections, allowing a human team of 1.5 to match the revenue output of a traditional 6+ person team.

SaaStr · 17 September 2026 · Read the original →

Retention & CS

Harvey Puts a Former Practicing Lawyer in Every Deployment. About 180 of Them. Here’s How That Model Works

AI legal platform Harvey employs approximately 180 former practicing lawyers as forward-deployed experts to assist with customer deployments. This model recognizes that AI agents cannot effectively deploy themselves and require deep domain expertise, rather than just technical engineering, to ensure successful customer adoption.

Why it matters — Successful enterprise AI deployment and customer retention require forward-deployed domain experts (like lawyers for legal tech) rather than just technical engineers to bridge the gap between software and user workflow.

SaaStr · 17 September 2026 · Read the original →

Benchmarks

What Would an Independent Slack Look Like If It Hadn’t Sold to Salesforce? And Would It Still Be Worth $27 Billion?

An analysis of what Slack's valuation would be today if it had remained independent estimates it would generate $2.5 billion in ARR with a 25% growth rate. At a current market multiple of 7x to 8x ARR, an independent Slack would be valued around $17.5 billion to $20 billion, representing a discount compared to its $27 billion acquisition price.

Why it matters — Current SaaS market multiples of 7x-8x ARR for steady-growth companies (25% at scale) highlight the valuation premium Salesforce paid ($27B) compared to Slack's likely independent public market value today.

SaaStr · 17 September 2026 · Read the original →

Buying Process

CRM data privacy: What it means and how to get it right

With the global average cost of a data breach rising to $4.99 million in 2026, securing customer data within CRMs has become a critical business priority. The post outlines the necessity of CRM data privacy frameworks to govern how customer information is collected, stored, and shared to mitigate security risks.

Why it matters — Security reviews and procurement processes are increasingly focusing on CRM data privacy compliance due to the rising financial risk of data breaches, which now average $4.99 million.

HubSpot Sales · 17 September 2026 · Read the original →

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It is interesting how many humans it takes to make the AI look autonomous.

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