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So many founders do most of the legwork but never reach the finish line. You know the list, you've nailed the messaging, but you can't find the four hours it takes to build the sequences, find the contacts, and send them.
If AI made your main feature free, what would be left of your company? Apps that just wrap a model are easy to replace. The ones that last own a number their customer cares about and keep making it better. Like spreadsheets, cheaper AI will create more work, not less. Labs will build a generic support agent that handles 30 to 40 percent of tickets, but you win above that by knowing the messy details labs won't bother learning. Meta is proof that advertisers pay for sales, not for the dashboard.
The platforms that win the next era will look far more like hyperscalers than the SaaS platforms of the past. Companies that centralize important data are in the running to be a platform in the AI era. The last generation of winners are committing the cardinal sin of starting with the platform before they've built the killer app. Doing this almost guarantees they will get the abstractions and interfaces wrong because they're optimizing them against a usage pattern that doesn't exist yet.
The best B2B software companies of the next decade will build distribution from day 0. AI's development capabilities mean that the durable advantage has moved to audience and the distribution built to reach that audience. Markets are being won earlier and more convincingly than ever. A business' go-to-market is what builds their moat and dictates their growth trajectory.
Counting tokens measures effort, not results, just like counting hours worked. Companies are done experimenting with AI for free and now want proof it pays off. The first phase was cheap because labs ate the cost. Now, they charge real money, and CFOs are asking hard questions at renewal. Smart buyers use cheaper models for easy work and save the expensive ones for tasks tied to revenue. AI usage will keep growing fast, so the real question is who actually makes money from it.
Your best channel might already be getting worse. Treat marketing like investing. Every channel works for a while, then slowly stops paying off as you spend more. The real question isn't, "Is this channel working?" It's, "Is the next dollar still worth spending here?" The biggest wins are usually small and don't scale, like one newsletter sponsorship that converts at 8x. An "influencer marketing" hire is really three jobs in one: outreach, creative, and budget decisions.
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Headroom compresses everything an agent reads before it reaches the model so that users receive the same answers at a fraction of the tokens. It is suitable for running AI coding agents and working across multiple agents that have shared memory. Reverse compression is always achievable via CCR. Headroom doesn't work in sandboxed environments where local processes can't run.
Deliberate records every option an agent considers, rejects, and executes and provides an audit trail that users can export. It is built for teams running LangGraph or OpenAI Agents pipelines in production. Deliberate wraps agent loops and writes a complete record that compliance teams can sign off on.
There's a strange wedge hiding here, building the hard tasks labs use to test their agents. A convincing fake of SAP, realistic enough to evaluate an agent inside, was rumored at $500,000, and METR says it can barely find long-horizon tasks good enough to use, with decent ones at $20,000 each. Cheap labeling is everywhere, but captured expert work that's realistic enough to fool an agent and clean enough to grade is scarce, so the eval bottleneck is domain realism, not model access.
Eleanor Dorfman, Anthropic's Head of Industries, recently walked through the company's GTM stack at SaaStr AI Annual 2026. The company uses the same six tools that many other leading B2B + AI companies use, as well as Jira, Intercom Fin, Snowflake, BigQuery, and G Suite. This article details what the company does with each part of its stack.
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AI will change the relationships customers will have with financial institutions, whether they decide to build anything with AI or not.
Organizations that have a culture of real writing will outperform those that do not.
AI is scaling engineers' ability to create products and features, but it isn't scaling customer attention.