Key problems facing B2B SAAS companies in 2023:
🔎 Customers are confused and have buyer fatigue
🔎Large swathes of players have entered in the last 3 years propelled by VC funding
🔎 CFOs have stopped spending beyond budget – Limited new sales
🔎 Large investments in the past have not shown ROI causing additional hesitation

Some thoughts on addressing the above:
→ Over time, SAAS companies have started selling commodified parts of the process chain rather than delivering real outcomes for customers⚠️: This will separate the wheat from the chaff in the long term, in my view.

→ Limited differentiation has resulted in ‘Me-too’ products. Playing on 'cost to customer' alone will only get you so far. Across several discussions, not enough time is spent on product positioning and determining the value as understood by the customer

→ Founders need to think about building niche use cases in the last mile to reduce sales friction

→ SAAS companies will have to demonstrate 3 vectors for new sales:

Drive revenue/ reduce costs
➕
Demonstrate efficiency/ automation
➕
Provide analytics/ source of insights

If you are a B2B founder addressing any of the above problems with a unique insight, I’d love to have a conversation. Write to me at ds@malpaniventures.com