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   and where the opportunity lies. Plus, a roundup of this week’s best SaaS thinking.  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­
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                        Edition #528, 31-Jul-2026
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                       <p style="margin:0;margin-bottom:16px">
                        We haven't all experienced the same SaaSpocalypse.
                        <br/>
                        <br/>
                        A few years ago, small, scrappy startups could iterate weekly, respond to customer feedback fast, and ship before larger competitors finished planning. The YoY growth of &lt;$1M ARR companies was 74% at the end of 2021.
                        <br/>
                        <br/>
                        With the arrival of AI, anyone can ship a product in days. And those smaller companies have felt the impact hit the hardest, with current YoY growth at just 3%.
                        <br/>
                        <br/>
                        By comparison, companies with $5–$25M ARR have seen growth fall from 38% to 17%. The drop is still there, but survivable.
                        <a class="" rel="noopener" style="text-decoration: underline; color: #666e89;" target="_blank">
                         See all the data here
                        </a>
                        .
                        <br/>
                        <br/>
                        The market has become a marathon, not a sprint. Companies that build for the long-term are the ones who will go the distance. One of our stories this week shares a strategy to do just that.
                       </p>
                       <p style="margin:0">
                        <a class="" rel="noopener" style="text-decoration: underline; color: #666e89;" target="_blank">
                         <strong>
                          Nick Franklin
                         </strong>
                        </a>
                        <br/>
                        Founder &amp; CEO
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                        This week in SaaS
                       </span>
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                       Mastering account management in B2B SaaS
                       <br/>
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                       <p style="margin:0;margin-bottom:16px">
                        Retaining and expanding your existing customer base is increasingly important in SaaS. ChartMogul's Megan Tennant gathered lessons from five Customer Success leaders. Their top insights: satisfaction beats adoption, know your customers' goals, skip rigid playbooks for larger accounts, and deliver early promises fast.
                       </p>
                       <p style="margin:0">
                        <em>
                         "When starting a new customer relationship, delivering on promises quickly in the beginning is key to building trust. Only then have you earned the right to ask for more from the relationship."
                        </em>
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                       <strong>
                        Distribution, not disruption: the SaaS system of record
                       </strong>
                      </h1>
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                       <p style="margin:0;margin-bottom:16px">
                        Fear threatens SaaS more than AI does. Growth Street Partners shares how they see it: while LLMs own intelligence and capital, SaaS owns data, customers, and workflows. LLM companies face pressure to scale rapidly and can't do it person-to-person, their most viable path is distributing through SaaS platforms. The companies that take this opportunity will be the ones that win.
                       </p>
                       <p style="margin:0">
                        <em>
                         "The most credible path for the frontier models to acquire and retain millions of small and midsized businesses is through software companies, not around them."
                        </em>
                       </p>
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                       Why every marketer needs a GitHub
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                       <p style="margin:0;margin-bottom:16px">
                        Marketers are now builders, and GitHub has become essential for showcasing your work. Louise de Sadeleer, growth marketer at Tella, walks through how to set it up. As AI becomes integral to work, candidates who can build with AI and show product thinking are increasingly prioritized in hiring. Start small: build a skill to improve a workflow or create a project for personal use.
                       </p>
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                        <em>
                         "But one principle remains: marketers should create value for free, and shipping code written with AI is just another way to do this."
                        </em>
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                          Read on
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                        <img alt="The benchmark illusion" height="auto" src="https://inboxflows.com/_/image/https%253A%252F%252Fuserimg-assets-eu.customeriomail.com%252Fimages%252Fclient-env-125412%252F01KYS6BJ0JVMN42JQBJR1P2CTT.jpg/?inbox_flows_img_sig=eyJwYXRoIjoiaHR0cHMlM0ElMkYlMkZ1c2VyaW1nLWFzcyIsInRpbWUiOjE3ODU1MDQ5MjkuNzEzODA1N30:1wpnOb:HOssw3uR6S82j6lPUOiVz5cjE-b5NN5geWKBfoC5MLA" style="display:block;height:auto;border:0;width:100%" title="The benchmark illusion" width="258"/>
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                        The benchmark illusion
                       </span>
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                       <p style="margin:0;margin-bottom:16px">
                        A benchmark is not reality. It is a historical description of reality. For decades, markets evolved slowly enough that yesterday's patterns were a path to success. Now, the environment that produced last year's benchmark is already shifting before this year's numbers arrive. Benchmarks capture patterns, not causes. Executives should use them as a starting point, rather than a roadmap.
                       </p>
                       <p style="margin:0">
                        <em>
                         "A benchmark captures patterns. It does not capture causes. That distinction matters far more than most executives realize."
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                          Read on
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                        Chart of the week
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                       <p style="margin:0">
                        David Spitz examines the median ARR growth rates of 3,000 SaaS companies from 2021 to today. Year-over-year growth rates are declining, with smaller companies hit the hardest.
                        <a rel="noopener" style="text-decoration: underline; color: #666e89;" target="_blank">
                         Learn more
                        </a>
                        .
                       </p>
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                        <img alt="Declining median YoY ARR growth rates of 3,000 SaaS companies from 2021 to today" height="auto" src="https://inboxflows.com/_/image/https%253A%252F%252Fuserimg-assets-eu.customeriomail.com%252Fimages%252Fclient-env-125412%252F01KYS7J0G2CR1KY0TK9TFNK770.jpeg/?inbox_flows_img_sig=eyJwYXRoIjoiaHR0cHMlM0ElMkYlMkZ1c2VyaW1nLWFzcyIsInRpbWUiOjE3ODU1MDQ5MjkuNzEzOTE0NH0:1wpnOb:jBtZg0MfhwVU1_YeQxSb2fsywYX8L2Pk0Z8orIRhzeI" style="display:block;height:auto;border:0;width:100%" title="Declining median YoY ARR growth rates of 3,000 SaaS companies from 2021 to today" width="600"/>
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                        Industry advice we loved this week
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                           1
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                          <td style="font-size: 15px;">
                           <b>
                            <a style="color: inherit; text-decoration: underline;" target="_blank">
                             Start a #dumbsalesquestions channel in Slack:
                            </a>
                           </b>
                           to have a dedicated place to ask the slightly-vulnerable-but-commercially-important questions.
                          </td>
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                           2
                          </td>
                          <td style="font-size: 15px;">
                           <b>
                            <a style="color: inherit; text-decoration: underline;" target="_blank">
                             Always pick up the phone:
                            </a>
                           </b>
                           after getting bad news over email from a customer.
                          </td>
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                           3
                          </td>
                          <td style="font-size: 15px;">
                           <b>
                            <a style="color: inherit; text-decoration: underline;">
                             Grow retention before growth:
                            </a>
                           </b>
                           and 11 more tips on the journey to 1,000 paid customers.
                          </td>
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