B2B SaaS are tanking in 2024 for one simple reason:
They stick to their old playbooks, traditional pricing, and generic feature sets.
I advise an 8-figure SaaS vendor that scaled with 19% over the past 6 months and implement the same GTM expansion model across 10+ other SaaS clients in my advisory portfolio. 📈
Here are the 4 areas I double down on:
1. Industry-specific solutions
Think of HubSpot, Adobe, Microsoft.
Great suites of products – but losing market share to niche-specific startups.
✅ CRMs for real estate agents
✅ PDF signature tools designed for lawyers
✅ Operating system flavors attuned to network professionals
Dashboards, forms, templates, specific compliance features in each industry are a minor upgrade from a tech standpoint delivering outstanding results.
2. Tiered models
Pricing is tough. Defining a set of 3 generic plans isn’t always optimal.
But seat-based pricing or only focusing on enterprise plans is missing the point. 🤷♂️
Ever ran Slack for a community or a newsletter group?
It’s either completely free OR $8.75 per user per month. Even if your users pay $20/mo for subscriptions, no way you’d spend half on Slack. ❌
Google Analytics is 100% free and starts at $80K+ when you cross the threshold (through an agency partner, it used to be $160K+).
Simple ways to bridge the gap and tap into large yet specific use cases.
3. Marketplaces
It’s surprising how many SaaS don’t offer WordPress plugins or Webflow/Shopify integrations.
If they do, it often requires engineering work. ☠️
And the feature set is stripped down quite a lot.
Same goes for Slack bots or Zapier webhook opportunities.
it doesn’t solve the problem when competitors provide the complete solution and still capture 100% of their data via APIs. 🐦
Spend the time building stable and functional integrations.
4. AI infusion
Populating customer contacts by hand?
✅ I don’t need to type in company data every single time. Fetch a GPT copy off their main website or LinkedIn page.
✅ Product descriptions? AI copy templates.
✅ Content outlines? Same.
AI gets slapped into products as press releases, but not being functional.
Notion’s AI still fails to generate headlines for 10 titles in a draft.
Beehiiv’s faces are creeping me out big time.
It’s not done until it’s functional.
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➡️ B2B executives, product/marketing teams:
If your WordPress plugin or AI feature does not deliver, it doesn’t exist.
If your competitors put in the effort, they acquire the market share.
UX is more binary than it isn’t.
