Brace yourselves for a unique perspective as we navigate through the sea of predictions circulating out there. Amidst the cacophony of forecasts for the upcoming year, this episode diverts our attention to what won’t unfold in 2024. This is not just about offering contrarian views; it’s about providing valuable insights for B2B SaaS leaders, the trailblazers among you. So, buckle up, as these anti-predictions diverge from the prevalent narratives and challenge the assertions of numerous pundits.
In this episode, Marcos Rivera shares his 5 anti-predictions for B2B SaaS in 2024:
- (00:56) Sales will not get easier: Marcos disagrees with the notion that sales in B2B SaaS will become easier in 2024. He emphasizes the importance of keeping friction low in pricing, packaging, and contracting.
- (02:16) AI adoption won’t outpace last year: While AI adoption will continue, Marcos predicts a shift from rapid adoption to a more cautious approach. Concerns about use cases, safety, privacy, and the costs associated with AI will lead to a slower pace of adoption.
- (04:12) Startup apocalypse won’t happen: Contrary to predictions of a startup crash, Marcos believes that startups will fail at a similar rate as before. He advises established B2B SaaS companies to leverage their tenure and reputation during a potential influx of failed startups.
- (05:17) Usage-based pricing won’t overtake subscription: Despite the attention on usage-based pricing, Marcos anticipates it won’t surpass subscription models in 2024. He suggests B2B SaaS companies test hybrid models before fully embracing usage-based pricing.
- (07:11) PLG (Product-Led Growth) won’t see a huge wave: Marcos challenges the idea that everything will shift to PLG in the next five years. He acknowledges the value of PLG, especially for smaller deals, but expects a slower adoption pace in larger, more complex enterprise software.
Overall, Marcos advises B2B SaaS companies to invest in PLG, focus on easier onboarding, and continuously work on making products easier to adopt and sell.
Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting! From the streets of the Bronx to CEO, Marcos wants to take the guesswork out of pricing.
Resources:
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