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   Onboarding as a conversation. Plus, a roundup of this week’s best SaaS thinking.  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­
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                       <p style="margin:0">
                        Edition #526, 17-Jul-2026
                       </p>
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                       <p style="margin:0;margin-bottom:16px">
                        Last week we hosted a small event in London with Intruder. The one topic we kept circling back to all evening: SaaS onboarding hasn’t caught up with what AI makes possible.
                        <br/>
                        <br/>
                        The current playbook is familiar: sign up for a trial, click through a few drop-downs about your company and role, then wait while marketing automation decides what to send you next. The personalization goes as far as categories decided in advance.
                        <br/>
                        <br/>
                        The alternative is structuring onboarding as a conversation. A lead tells the product who they are, what their company does, and what they’re trying to accomplish. The product configures itself around the answers. Each trial is built for an audience of one.
                        <br/>
                        <br/>
                        That was one of the ideas that stuck after the event ended. Now, on to the rest of this week’s roundup.
                       </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
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                       <br/>
                       Unlocking revenue growth with segmentation
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                       <p style="margin:0;margin-bottom:16px">
                        Your ARR, churn, and LTV metrics might look complete, but there’s more below the surface. Segmentation uncovers those hidden patterns: which plan is actually winning, which channel quietly outperforms the rest, and whether self-serve or sales drives more revenue.
                       </p>
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                        <em>
                         "You’re potentially missing trends in your data that hold the secret to unlocking more growth. Segmentation allows you to peel the onion layer by layer to answer hundreds of questions about your customers."
                        </em>
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                       Forgetting is a feature, not a bug
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                        It’s easier than ever to capture and store data, leaving orgs drowning in outdated notes, unread wiki pages, and stale threads that don’t help anyone make better decisions. Letting irrelevant information decay keeps brain retrieval fast and focused on what matters now. Here’s how the best orgs build in constraints that compress noise into signal.
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                         "Being 80% right but 100% clear beats being 100% right but 10% clear. The rest of the org can’t act on what they can’t parse. The token sellers don’t want us to realize this too quickly."
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                        Don’t put AI on your hot leads. Put it on the ones your reps will never call.
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                        Your company already has its largest pile of free pipeline. The "B leads" sitting in your CRM are scored, have real signal, but aren’t urgent enough for reps to work. An agent is ideal to take on the work, as it has infinite patience, no quota anxiety, and no preference for the easy win. With an agent, SaaStr has turned ignored pipeline into $500K.
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                         "That’s a second pipeline sitting in your CRM that nobody is working. The math is simple: take your scored leads that no human follows up with, multiply by even a low conversion rate and your average deal size, and you’ll find the number is a lot bigger than you’d guess."
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                       GTM: the compensation blueprint for a high-performing sales team
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                        Sales comp is the last thing most companies build and the first thing that gets blamed when someone leaves. Brian Le, Global Sales Compensation Partner at Notion, shares his firsthand experience scaling sales comp from 80 to over 400 employees. He explains why sales comp is the operating system for go-to-market, why trust is the ultimate currency in revenue operations, and more.
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                         "When a rep quits over comp, you don’t just lose the seat. You lose every dollar invested in ramping them, then eat the ramp cost again on the backfill. Brian’s fix is boring and powerful: minimize surprises."
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                        Companies in the highest quintile of token usage saw 16.5% median year-over-year revenue growth compared to 5.1% for companies in the lowest quintile.
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                         Learn more
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                        Industry advice we loved this week
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                           <b>
                            <a style="color: inherit; text-decoration: underline;" target="_blank">
                             The faster you move, the faster you get better:
                            </a>
                           </b>
                           the top 1% of GTM teams launch new GTM plays every 4–6 weeks.
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                           2
                          </td>
                          <td style="font-size: 15px;">
                           <b>
                            <a style="color: inherit; text-decoration: underline;" target="_blank">
                             More internet traffic is now from bots than humans:
                            </a>
                           </b>
                           and the "dead internet" may make human suggestions more valuable.
                          </td>
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                           3
                          </td>
                          <td style="font-size: 15px;">
                           <b>
                            <a style="color: inherit; text-decoration: underline;">
                             Virality isn’t a real marketing strategy:
                            </a>
                           </b>
                           because it speaks to everybody, and converts nobody.
                          </td>
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