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thesaasreport.bsky.social
Sales Science
@thesaasreport.bsky.social
Follow along with Matt Aird for deep dives into everything SaaS metrics, trends, and insights to elevate your SaaS business
Understanding the buyer’s priorities is good.

Understanding their internal buying process is how deals actually close.

What the full episode to understand why the Decision Process is where elite sellers separate themselves - https://youtu.be/XJNUZV2WVfo

#MEDDIC #Sales #SaaS
December 10, 2025 at 12:02 AM
This week’s episode breaks down the MEDDIC “Decision Process” - the part of selling that determines whether your deal closes on time or slips into next quarter.

https://youtu.be/XJNUZV2WVfo

#MEDDIC #SaaS
December 9, 2025 at 3:03 AM
Know the buyer’s decision criteria, and you control the narrative.

Align your demos and proposals to what matters most - and subtly shape the criteria in your favor.

Watch the full episode - https://youtu.be/75RDEn92GSo

#MEDDIC #SaaS #DecisionCriteria
December 2, 2025 at 3:02 AM
Top reps don’t guess how buyers choose. They ask.

Here are five questions that reveal a prospect’s real decision criteria - how they’ll compare vendors, who decides, and what would make one option win today.

Full ep - https://youtu.be/75RDEn92GSo

#MEDDIC #SaaS #DecisionCriteria
December 1, 2025 at 3:02 AM
Prospect says they’re “just comparing options”? Most reps panic and pitch harder.

Top reps ask: “What will you be evaluating?”

Then they align their narrative to the real decision criteria.

Full breakdown here - https://youtu.be/75RDEn92GSo

#SalesTips #MEDDIC
November 28, 2025 at 2:02 AM
You can’t win a deal if you don’t know how you’re being judged.
That’s why decision criteria - the first D in MEDDIC - matters more than most reps think.

Watch the full breakdown - https://youtu.be/75RDEn92GSo

#MEDDIC #SaaS #DecisionCriteria
November 24, 2025 at 11:31 PM
Public SaaS companies are adjusting to slower growth.

Full data in our Q2 State of SaaS Report - https://www.send.co/a/draft-state-of-saas-report-q2-2025-FQjWkvqP

#SaaS
November 18, 2025 at 2:34 AM
Watch the full breakdown on Youtube - https://youtu.be/bJEtWMT9h1E

If you’re not aligned with the economic buyer, you’re selling from the sidelines.

They’re not a box to check - they’re the one who gets your deal signed.

#MEDDIC #EconomicBuyer #SaaS #SalesTips
November 14, 2025 at 4:02 AM
SaaS companies are cutting go-to-market budgets faster than ever.

What does it mean for growth, cash flow, and the next earnings season?

We break it down in the full State of SaaS Q2 episode → https://youtu.be/Y4Jd6o-AGPQ

#SalesandMarketing #SaaS #Metrics
November 14, 2025 at 12:02 AM
Want to find the economic buyer faster?
Ask these 5 questions 👇

Watch the full breakdown on Youtube - https://youtu.be/bJEtWMT9h1E

#MEDDIC #SaaS #EconomicBuyer
November 13, 2025 at 4:02 AM
When you hear “budget approval,” it’s too late.

The economic buyer decides what gets funded - not your champion.

Watch → https://youtu.be/bJEtWMT9h1E

#EconomicBuyer #MEDDIC
November 12, 2025 at 12:02 AM
Watch the full breakdown on Youtube to find out what economic buyer actually cares about → https://youtu.be/bJEtWMT9h1E

#EconomicBuyer #MEDDIC #SaaS
November 11, 2025 at 12:02 AM
Everyone knows MEDDIC.
Few understand the E.

This week’s breakdown: the Economic Buyer - who they are, why they matter, and how to stop wasting time on deals that won’t close.

Watch → https://youtu.be/bJEtWMT9h1E

#MEDDIC #EconomicBuyer #SaaS
November 10, 2025 at 12:02 AM
SaaS go-to-market efficiency is slipping fast.

Median CAC payback → 29mo (Q2 ‘23) → 35mo (Q2 ‘25)

Applovin + Palantir are outliers, but most SaaS names are spending more and growing slower.

Full breakdown here - https://youtu.be/Y4Jd6o-AGPQ

#CACpayback #SaaS #Applovin
November 6, 2025 at 4:02 AM
SaaS companies have flipped from burn to build.

Free cash flow margins are up 57% YoY (14% → 22%), with names like Figma, Box & Appian swinging from negative to positive.

Full breakdown in The SaaS Report Ep. 30 → https://youtu.be/Y4Jd6o-AGPQ

#FreeCashFlow #SaaS
November 5, 2025 at 4:02 AM
Go-to-market efficiency keeps slipping.

Median CAC payback hit 35 months in Q2 2025 - up from 29 two years ago (+21%).

Applovin (4) & Palantir (11) are leading; Zoom (100) & Asana (78) dragging the median higher.

Full breakdown in The SaaS Report Ep. 30 → https://youtu.be/Y4Jd6o-AGPQ

#CACpayback
November 4, 2025 at 4:01 AM
Median FCF margins: 14% → 22% (+57%) in 2 years.
Only 2 companies still negative (SentinelOne, Semrush).

Big turnarounds:
Box -1 → 15%
Figma -7 → 24%
Appian -12 → 26%

Full breakdown here - https://youtu.be/Y4Jd6o-AGPQ

#FreeCashFlow #SaaS #Tech #Finance
November 4, 2025 at 12:04 AM
Big SaaS is slashing go-to-market spend 

Rubrik - 78% → 59%
Confluent - 68 → 54
GitLab - 66 → 46
Okta - 47 → 34

Efficiency > growth in 2025.

Full breakdown in The SaaS Report Ep. 30 → https://youtu.be/Y4Jd6o-AGPQ

#SaaS #Tech #Finance
November 3, 2025 at 4:02 AM
SaaS is tightening the belt.

Sales & marketing spend as % of revenue is down 17% over two years.

Full breakdown in The SaaS Report Ep. 30 → https://youtu.be/Y4Jd6o-AGPQ

#Salesandmarketing #SaaS #Tech #Finance
November 3, 2025 at 12:03 AM
Even strong SaaS performers are slipping

Sprout Social - 30 → 57 months
Procore - 30 → 55
SentinelOne - 30 → 47
CrowdStrike - 20 → 34

Go-to-market efficiency is fading fast.
Full breakdown in The SaaS Report Ep. 30 → https://youtu.be/Y4Jd6o-AGPQ

#SaaS #Tech #Finance #Startups
October 31, 2025 at 3:02 AM
SaaS go-to-market efficiency is breaking down.

Median CAC payback has blown out from 29 → 35 months in two years - up 21%.

Even top performers like CrowdStrike are slipping.

Full breakdown in The SaaS Report Ep. 30 → https://youtu.be/Y4Jd6o-AGPQ

#SaaS #Tech #Finance
October 31, 2025 at 12:03 AM
We track 40 public SaaS companies across 15 key metrics - from CAC payback to free cash flow margins.

It’s all in our State of SaaS Report, breaking down the real trends in public SaaS - https://www.send.co/a/draft-state-of-saas-report-q2-2025-FQjWkvqP

#TheSaaSReport
October 30, 2025 at 12:03 AM
Go-to-market efficiency is sliding.

Median CAC payback across public SaaS has stretched from 29 → 35 months in just two years - a 21% jump in acquisition cost.

Full episode here - https://youtu.be/Y4Jd6o-AGPQ?si=FBh6E5zdQwzAFquw

#CACpayback #GTM
October 29, 2025 at 2:30 AM
SaaS growth is slowing.

Median ARR growth:
→ 25% (2023)
→ 23% (2024)
→ 20% (2025)

Full State of SaaS breakdown → https://youtu.be/4Vwk5jM6haE

#SaaS #Growth #Metrics #ARR #SaaSInsights
October 28, 2025 at 12:31 AM
AppLovin 77% ARR growth
Rubrik 55%
Palantir 48%

Top 3 fastest-growing public SaaS companies in Q2 - from our new State of SaaS report.

Watch the full breakdown → https://youtu.be/4Vwk5jM6haE

#SaaS #ARR #Growth #Metrics #SaaSInsights
October 27, 2025 at 1:49 AM