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What Really Matters in SaaS in 2025 with Jason Lemkin and Dave Kellogg
- Genesys may be the first of a flood of PE-backed SaaS IPOs in 2025; however, the IPO bar is just spectacularly high right now at around 500 million ARR, growing 50%.
- To get private equity interested, a company has to hit 20 million ARR, with 30% growth and 0% losses.
- AI can enable B2B companies to access more budget. A recent study notes that 74% of respondents expect their budget to rise in the upcoming year, with 59% stating the driver is experimental budget for areas like AI.
- Dave believes customer success remains essential as it drives up each customer's NRR by keeping them happy and helping them achieve better business outcomes.
- Founders must make a credible growth reacceleration plan or drive up pre cashflow if growth is less than 25%.
- Clever pricing models are worth the friction only if your business plan is predicated on price model disruption.
- In enterprise software, vendors can raise prices to a certain point based on value delivered, price of alternatives, and switching costs.
- Vendors may have trouble finding new deals or may renew a customer that will start a replacement project causing the customer to move out.
- Customer success helps drive NRR by keeping customers happy and helping them achieve better business outcomes.
- The role of Customer Success has lost its plot as it used to be focused on driving up NRR by keeping customers happy; instead, it should be a specialization of sales that helps drive revenue.
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