The Enterprise software and technology market has seen substantial headwinds in the last 18 months.  Companies are seeing their customers slow down deal cycles – impacting bookings while their own investors are pivoting from a growth-at-all-cost mindset into a desire for profitability.

SaaS companies at all levels of growth, especially the smaller ones after a Series A capital raise, need to be smart about where they invest and focus on markets that can drive sustainable growth to attract new customers, preserve capital, and prepare to scale upon enterprise spending to resume.

This goes before talking about the giant in the room – Generative AI.  While this is a game changer, its implementation, marketing and use need to be executed well to stand out against peers with respect to product, messaging, and sales tactics. 

This is a make-or-break moment for enterprise SaaS companies where deal cycles are long, and capital runways can be short.  A sound, focused strategy and excellent execution can make all the difference between surviving or thriving. 

Challenges and Opportunities:

• Move to profitability
• Lower valuation for acquisition targets
• Leapfrog your business with Generative AI

Considerations:

• Focus on solving customer problems
• Target market adjustments/affirmation