IT'S A BUYER'S MARKET | AND A SELLER'S NIGHTMARE

Summary from the TLDR Founders newsletter

AI has flipped the leverage in software deals because more tools are sliding into the "nice-to-have" bucket. One vendor in the piece was charging $50K a year right up until a competitor released a free module that did 80% of the same work. The renewal playbook now works because buyers have a credible threat that the seller can't easily dismiss. "We'll build it ourselves with Claude." That sentence, three months before renewal, is what gets pricing to move.