The SaaS GTM playbook is dead. A new, better playbook for AI-native startups is replacing it. There are six major vectors in how GTM is shifting: Brand, Positioning, PLG, Media, Pricing, and Community. In this post, I dive deep into each of these factors, and give examples from incredible companies like Runway, Weights & Biases, Hugging Face, Anthropic, and Armada. You’ll also hear from Runway’s revenue leader Gregory Garte, about what’s changed in this new age of B2B sales. Every week, I’m floored by the founders I get to work with at Felicis. In AI, the ground is literally shifting beneath their feet, and you have to be more adaptable than ever before. AI founders are built different! Cristóbal Valenzuela, Dan Wright, Paul Copplestone, Jordan Tigani Excited to hear your thoughts! https://lnkd.in/gxm9r7wP
In the ever-changing world of AI startups, adaptability is key to success. Innovate or evaporate! Viviana Faga
Given the rapid evolution and increasing complexity of AI technologies, Viviana Faga how do you foresee AI startups balancing the need to continuously innovate, while also ensuring they maintain a clear, consistent brand identity and message?
Count me in for this insightful dive into the new AI-native startup playbook! 🚀
"The playbook is dynamic" - loved the closing thoughts. Thanks Viviana Faga
Super relevant insights!
This article is full of practical tips for any tech entrepreneur. Thank you for sharing your insights, Viviana Faga.
Good piece.
The evolution of the SaaS GTM playbook to an AI-native startup playbook is fascinating!
This is great! Viviana Faga
Excite about creating unique, useful user experiences
4moAny GTM playbook is all about driving growth. Either user or revenue at first but eventually about revenue growth. Traditional 60-80% SaaS gross margin doesn’t apply to AI startups due to high COGS. PLG and communities will help AI founders to optimize their selling costs (CAC). This will certainly result in better sales efficiency but operating income would be under pressure due to high COGS. LTV of AI customers is also volatile. COGS not only involve costs such as GPUs, employees but also cost of procuring high quality datasets for training and fine tuning. Increasing the throughput of the models will drive COGS down so do access to high quality datasets. Other costs such as GPUs are more or less same among AI startups. Prompt engineering focused AI startups would find it difficult to optimize their COGS. Interesting and exciting times ahead for AI startups.