Gregory Walker

Profitability isn’t a growth lever. PagerDuty’s story shows a profitable SaaS business can still stall when expansion slows. ARR around $500M, up ~3% YoY, with NRR at 100% and a roughly flat base of about 15k customers for years. That combo reminds us that efficiency matters, but investors still link value to durable growth. A big TAM claim (about $50B) doesn’t help if penetration remains near 1% and growth stays in the low single digits. Outbound lesson: balance expansion within existing accounts and new-logo velocity, and watch NRR as a leading indicator. In practice, that means thoughtful ICP focus, retention-driven messaging, and staged plays that target both pipeline quality and renewal upside. How does your program balance new logos vs. expansion today? #B2BSaaS #Outbound

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Vertical SaaS is outperforming every other enterprise software category on quota attainment. Not productivity tools. Not finance & ERP. Not marketing software. Worth pausing on the baseline: average quota attainment across B2B SaaS sits at 43%. Eight consecutive quarters stuck in the low forties. That's the waterline the rest of the market is treading... Vertical software is pulling clear of it. The reason isn't hard to find. The value of software was never in the code. It was in encoding how a specific group of people does their specific work — the workflows, the judgment calls, the 10% that's idiosyncratic to a team or a desk. That's what makes software load-bearing. That's what creates real switching costs. General-purpose AI can't do that. Not because it lacks capability — but because it's structurally built for every use case at once. It can't be opinionated about 𝘺𝘰𝘶𝘳 process. This is exactly what's playing out in AI applications too. The tools bringing the most impact aren't the horizontal platforms trying to do everything. They're the ones that go deep into a specific domain - with the context, the workflow logic, and the reliability a specific team actually needs. The same principle applies at the strategy-sales interface in scaling B2B SaaS. The GTM systems that work are the ones built with specificity: qualification criteria tuned to the actual ICP, sales processes that reflect how buyers in that market genuinely make decisions, feedback loops calibrated to what's happening in that specific segment. Depth beats breadth. Context beats coverage. The usage numbers favour horizontal. The impact numbers favour depth. 𝘋𝘢𝘵𝘢: 𝘙𝘦𝘱𝘝𝘶𝘦 𝘊𝘭𝘰𝘶𝘥 𝘚𝘢𝘭𝘦𝘴 𝘐𝘯𝘥𝘦𝘹 𝘢𝘯𝘥 𝘎𝘰𝘭𝘥𝘮𝘢𝘯 𝘚𝘢𝘤𝘩𝘴, 𝘷𝘪𝘢 𝘢16𝘻 𝘊𝘩𝘢𝘳𝘵𝘴 𝘰𝘧 𝘵𝘩𝘦 𝘞𝘦𝘦𝘬 (𝘍𝘦𝘣 2026).

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The on-prem vs. SaaS debate has been going on for years, but the decision is no longer about if you move. It’s about when. With legacy vendors sunsetting support, staying put is no longer a viable option. If you’re considering your next move, here’s what you need to know. 🔗https://hubs.li/Q04vpgKJ0 #eqms #qualitymanagement #cloudmigration #saas #digitaltransformation

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Everyone’s building GTM agents. Most are just automating tasks. That’s the wrong altitude. At DEMOFEST West Coast, Opine CEO Akash Ganapathi is flipping the model: The next wave isn’t about giving reps more tools. It’s about encoding how your best leaders think and scaling that across every buyer interaction. - Strategy becomes execution - Judgment becomes systematized - “Best practices” actually show up in deals Join us in sunny California (FOR FREE): https://lnkd.in/ezRQx_nG

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And honestly? It’s already happening in SaaS. Engineering scales with AI. Product scales with platforms. GTM now scales with infrastructure. Naval is essentially saying the future belongs to small, high-leverage teams. You don’t need a 500 person org to build something big anymore. You don’t even need a 50 person one. With the right tools + AI + new infrastructure models… tiny teams can now do the work that used to require whole departments. Coordination costs are collapsing. Leverage is becoming the new headcount. And honestly? We love this energy for you. 🩵 If you’re building something ambitious, this shift should feel like permission to: → focus on your product → move fast → outsource anything that slows you down Because the world is finally structured for you to win. NOW, on our side of the ecosystem… Luasai is literally built on the idea Naval just described. In a world where building software is becoming easy, the real problem shifts to: “How do we get this into customers’ hands ... everywhere... fast?” That’s where efficient transaction ops become a competitive advantage. The hardest part of enterprise software sales...procurement, contracting, cross-border compliance, resellers, onboarding, is exactly the kind of operational weight startups shouldn’t be carrying. So… we turned it into infrastructure. A system you plug into, not a team you have to build. You get leverage. We handle the messy middle. You stay small, fast, focused… and global. And look, we guess we’re manifesting the future as we speak. Startups + Luasai = the leverage model this new world runs on. Let’s keep building the future of software together...shall we? 😎 #Startups #SaaS #ISV #AI #GTM #EnterpriseSales #MarketplaceGTM

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Devs asked. Auth0 shipped. In this post, Alisha Tingle (Senior Customer Advocate, DLG) breaks down how your feedback directly shaped new B2B plan updates. No more awkward price cliffs. More build-first flexibility. https://bit.ly/4kU20YV

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Controversial take: The teams still building custom API integrations in 2025 are choosing to lose 🔥 We have analyzed dozens of enterprise marketing stacks. The pattern is clear. Leaders are building agentic systems with standardized protocols. Laggards are paying integration tax on brittle point-to-point connections. The Model Context Protocol just made this choice binary. Either you standardize your data interfaces and deploy autonomous agents, or you continue manually coordinating workflows while competitors execute at 10x velocity. In our experience working with marketing-focused companies, we have observed a harsh reality: the integration tax compounds. Every new tool multiplies the problem. Every custom integration creates technical debt. Every manual workflow caps your ceiling. Meanwhile, teams using MCP architecture are deploying agents that reason across dozens of data sources simultaneously. They are optimizing continuously based on real-time signals. They are establishing velocity advantages that will compound for years. Google announced managed MCP servers for BigQuery and Maps. The infrastructure layer is treating this as standard capability, not cutting-edge innovation. Are we missing something? Is there a scenario where custom integrations still make strategic sense? Or is this the moment where the market splits between teams operating with autonomous agents and teams stuck in manual coordination? Complete analysis here: https://lnkd.in/gFZcsd-3 #TechDebate #EngineeringThoughts #IndustryTrends #LeadershipViews

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From thousands of conversations, most outbound teams don't lack tools. They lack a single layer that ties everything together. We fixed that this week by connecting Claude to the entire Forge Stack via the Salesforge MCP server. Here's what that actually means: Claude now has live access to: → Every campaign, sequence, and sending account → Inbox activity, warm-up behavior, deliverability signals → Lead segments, enrichment data, infra config → Performance gaps across the whole system Instead of jumping between dashboards, you ask a question. Claude organizes the data, surfaces what matters, and tells you exactly what to fix. Simply put, Salesforge MCP + Claude = More 🥓 made We built 5 core workflows around this: 1. Campaign Usage Monitor 2. Performance Analyst 3. Campaign Health Dashboard 4. Infrastructure & Inbox Monitor 5. Full Outbound Audit Report Each one is a single prompt. Each one replaces hours of manual review. This isn't reporting. It's your outbound operating system. Full guide with workflows, prompts, and setup guide prepped for you. Comment “Claude” below and I’ll send you the guide. P.S Repost for priority access 🥓

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