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AI contract review for legal teams and salespeople

WILL AI MAKE PROFESSIONAL SERVICES REVENUE COOL AGAIN?

Professional services revenue, traditionally viewed as a necessary evil in software, might be getting a reputational makeover in the AI era. AI implementation services could shift from one-time costs to valuable, recurring revenue streams due to the continuous need for model calibration and optimization.

HOW TO SET AND ACHIEVE AMBITIOUS GOALS

The secret to ambitious goal-setting isn't about aiming higher – it's about architecting success through better structure. This article introduces NCTs (Narrative, Commitments, Tasks) as an alternative to traditional OKRs for goal setting. Start with a story (Narrative) that connects your goals to strategy, then work backward to specific commitments and tasks. This approach solves the common startup trap of setting aspirational goals without a clear path to achievement. Most importantly, it suggests that the key to becoming more ambitious isn't starting with bigger goals, but rather building a track record of consistently hitting realistic ones.

CHOOSING THE RIGHT LADDER

The path to startup success isn't just about execution – it's about choosing the right game to play. While you can build a good business anywhere, building a category-defining company usually means competing in the markets and networks where the stakes are highest. For founders, this means making an early strategic choice: either commit to climbing the most challenging ladder (usually meaning the US market and primary innovation hubs) or risk winning in a smaller pond only to be eventually outcompeted by companies that compounded their learning in tougher environments.

WE BUILT EQUALS BACKWARDS (BUT THAT'S OK)

Sometimes the biggest opportunities come from ignoring the playbook entirely.

HOW MUCH EQUITY ARE INVESTORS TAKING IN 2024?

This post shares detailed benchmarks for equity dilution across different funding stages Based on data from 3,368 US startup funding rounds in 2024.

THE WRONG WAY TO MEASURE LINKEDIN SUCCESS

Vanity metrics are venture capital for your ego.

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HOW AI COULD TRANSFORM THE WORLD FOR THE BETTER

Dario Amodei, CEO of Anthropic, believes powerful AI could reshape society in a positive way, accelerating progress in fields like biology, mental health, economic development, governance, and even how we find meaning in work. AI's promise lies in its ability to compress decades of human progress into years. The challenge isn't just building the technology, it's reimagining how we live and work, using AI as a catalyst for human advancement rather than a disruptor.

FOUNDER MODE: SF VS NYC

San Francisco's culture prioritizes relentless focus and technical prowess, with founders immersed in their work and willing to sacrifice comfort for long-term gains. This environment is ideal for those looking to be at the forefront of innovation, especially in areas like AI. On the other hand, NYC offers a more holistic approach where storytelling and relationship-building are valued alongside technical skills. For many, the choice between the two cities boils down to prioritizing either the intensity of the build phase or the human connection in the pitch phase.

THE BAR HAS GONE UP: THE NEW ERA OF HYPER FUNCTIONAL SAAS

The rise of “Hyper Functional SaaS” pushes companies beyond basic tools, integrating AI to streamline complex workflows. Imagine an online store that, instead of using separate tools for support, inventory, and marketing, relies on one AI-driven platform to handle everything - automating responses, tracking stock, and tailoring emails. This shift turns complexity into simplicity, offering more value with less effort. Success now means creating these all-in-one ecosystems that adapt to customer needs, and those who do it best will lead the market.

THE FUTURE OF CUSTOMER SUCCESS

The future of customer success is less about whether companies need CSMs and more about how to maximize their impact. While it's tempting to cut costs by reducing headcount in this area, CSMs play a crucial role in preventing the churn snowball effect, where even a small increase in churn can lead to substantial revenue losses over time. Understanding the long-term value of retention efforts is key. CSMs may not always provide immediate ROI, but their contribution to lifetime value and customer satisfaction can be significant.

HOW TO HIRE THE FIRST SALESPERSON FOR YOUR SAAS

When should you hire your first salesperson? Should you continue with founder-led sales, or is it time to bring in a “professional”? This is a crucial decision for any early-stage founder. This article outlines how to recognize the right timing, what skills are needed, when to transition away from founder-led sales, and the differences between hiring a full-cycle salesperson versus a specialized sales role.

CONVERTKIT GROWTH STORY: HOW NATHAN BARRY BOOTSTRAPPED TO $36.4M ARR

ConvertKit is a leading email marketing platform that went from near failure to generating $36.4M ARR. Its success came from strategic moves like personal outreach, hands-on migration support, and leveraging affiliate marketing, demonstrating how doing things that don't scale initially can build the groundwork for scalable systems later. Its focus on a specific niche, creators, helped it avoid feature bloat and establish a strong product-market fit, setting the stage for long-term growth.

GRANOLA AI

An AI notepad for people in back-to-back meetings.

ICON

Turn one video into 20 videos with AI and A/B test messaging to find winning ads.

GRAPHY

Create pro-level graphs with AI.

HOW NOT TO BE BORING

Startups may be getting a little too buttoned-up these days. Building a memorable brand can be just as crucial as any fancy early-stage metric. Instead of cranking out cookie-cutter websites, try to create a unique vibe. Sometimes, being true to yourself (even in software) is a better bet than chasing those short-term revenue goals.

IS BEING DATA-DRIVEN A FAD?

Is the "data-driven" approach to business the right way to make decisions, or was it just a fad? Its dominance is being challenged as intuition and "taste" make a comeback in tech, suggesting that a mix of bold decision-making and cultural resonance might be the new path forward.

HOW I AVOID GETTING BLINDSIDED BY STAKEHOLDERS

It is important to anticipate stakeholder concerns to ensure smooth project execution. Being unprepared for predictable questions can derail projects and erode trust, so it's crucial to use empathy, understand team priorities, and challenge your own assumptions. By proactively addressing potential challenges, you not only keep projects on track but also build a reputation as a reliable leader who can foresee and mitigate obstacles.

HOW TO FIGURE OUT WHAT PEOPLE WANT

Understanding what people want isn't about discovering static truths but about creating the right context to reveal needs.

PLAYBOOK FOR BALANCING DR AND BRAND

Preston Rutherford, co-founder of Chubbies, outlines a 3-month playbook for balanced performance marketing.

THE UNCANNY PARADOX OF GENERATIVE ENGINE OPTIMIZATION

The rise of AI-driven search, where users get answers directly without visiting websites, is reshaping SEO strategies.

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THE SECOND $100B AI COMPANY

The AI revolution is expected to propel new companies to achieve market caps of over $100 billion, with consumer AI companies likely to be among the biggest winners. The application layer of AI, where new value is being created, is still in its early stages. The next few years are expected to be key for the emergence of new AI companies. Categories such as video, online shopping, and gaming are particularly promising areas for consumer AI companies for achieving large-scale success.

HOW AI WEDGES WILL HELP STARTUPS OUTMANEUVER INCUMBENTS

New AI-powered products are transforming traditional industries by capturing data at the point of creation, bypassing traditional systems of record and enabling startups to grow rapidly. These "wedge" products, often powered by LLMs, are disrupting established players in industries such as sales, insurance, and IT service management. By integrating with existing systems, building workflows, and storing data, these startups can create robust moats around their data ecosystems and capture significant value, potentially triggering a golden age of vertical software.

PERMIRA COMPLETES SQUARESPACE ACQUISITION FOR $7.2B

Squarespace transitioned from a publicly traded company to private ownership after Permira, a private equity firm, acquired all remaining shares. Initially offering $44 per share, Permira increased its bid to $46.50 per share, valuing the company at approximately $7.2 billion, following recommendations that the initial offer did not maximize shareholder value. Despite this acquisition, Squarespace's founder Anthony Casalena retains a significant stake and continues as CEO. The company also recently completed the sale of its restaurant reservation service, Tock, to American Express for $400 million.

ANNUAL PLANNING SUCKS

Annual planning can be a painful and often ineffective process for companies, but it doesn't have to be. Companies can create more effective and adaptable plans by tailoring planning approaches to their specific needs and stages and focusing on key principles such as balancing top-down direction with bottom-up proposals. In this article, executives from companies like Linktree, Linear, Vanta, and Notion share their experiences and strategies for successful annual planning. They discuss the importance of constraining timelines, setting clear investment areas, and anticipating potential disruptions.

WHAT I LEARNED FROM TRACKING 443 SAAS PRICING PAGES

Many SaaS companies are adjusting their pricing strategies, with 42% of companies in a recent index making changes to their prices in the first three quarters of 2024. These changes include price increases, decreases, and updates to pricing pages, with some companies taking a targeted approach to optimize revenue from high-value plans. The data suggests that SaaS companies are embracing an iterative pricing strategy, with many making multiple changes to their pricing over the course of the year.

MANAGING EXPECTATIONS WITHOUT LOOKING UNAMBITIOUS

Engaging with a CEO's ambitious ideas isn't about blind acceptance or dismissal, but about strategic analysis and structured thinking. This article outlines a three-step playbook for evaluating big ideas: identifying real objectives, working backwards to determine necessary conditions, and delivering a thoughtful analysis. This approach allows team members to push back on unrealistic expectations without appearing unambitious, fostering a culture of informed decision-making and calculated risk-taking.

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UNSURVEY

Turn surveys into engaging conversations.

SEO FOR B2B: CUSTOMER JOURNEY TEMPLATE (RESOURCE)

Graphite's SEO template for B2B companies.

FETA

Feta helps product and engineering teams run efficient meetings, documenting discussions for actionable insights.

THE EMPTY SUIT EXECUTIVE

"Empty suit executives" prioritize status over substance, often avoiding direct customer interaction, delegating critical tasks, and focusing on abstract strategy rather than tangible results. In contrast, effective leaders are hands-on, prioritize customer engagement, take responsibility for outcomes, and embody authenticity and dedication. Aspire to be a genuine leader who is actively involved in all aspects of the business rather than merely managing from a distance.

AI IN VC: OUTLOOK FOR 2025

The number of venture capital firms adopting a data-driven approach is expected to continue growing in 2025. Many new firms are just starting their digitization journey. Despite a 26% increase in data-driven VC firms from 2023 to 2024, the number of engineers employed by these firms only grew by 13%, indicating that many firms are still in the early stages of building their data capabilities. This trend is expected to persist, with the number of data-driven VC firms likely to surpass 250 globally in 2025.

A MESSAGE FROM THE PAST (THOUGHTS ON NOSTALGIA)

Nostalgia often distorts our perception of the past, making us forget the anxieties and uncertainties we experienced at the time. When we look back, we tend to remember how we think we should have felt, given what we know today, rather than how we actually felt. This phenomenon can be seen in various aspects of life, including personal experiences and economic events, where the benefit of hindsight makes it difficult to recall the uncertainty and fear that once existed.

SO ARE WE IN A “DOWNTURN” IN SAAS — OR NOT? IT'S CONFUSING

Some SaaS and Cloud companies are experiencing impressive growth rates, while the broader public markets face challenges, as evidenced by the significant decline in the BVP Cloud Index.

THE PREMISE OF A NEW S-CURVE IN AI

Recent advancements in AI have led to significant performance improvements across various model sizes, with the smallest models showing the most notable gains.

WILL AI REPLACE COACHES AND THERAPISTS?

AI technology is progressing rapidly and will potentially impact fields like coaching and therapy.

CEREBRAS S-1 BREAKDOWN

Cerebras, a chip maker competing with NVIDIA in AI workloads, has filed for an IPO. Its innovative Wafer-Scale Engine is significantly larger than traditional GPUs and the company has shown rapid revenue growth, primarily driven by its major customer, G42, which accounts for over 80% of its revenue. Despite financial improvements and strong future commitments from G42, Cerebras faces risks related to its heavy reliance on a single customer.

THE RISE OF SOFTWARE-DELIVERED SERVICES

The software industry is undergoing a significant transformation with the emergence of Software-Delivered Services (SDS), which leverage AI to deliver outcomes rather than tools, differentiating themselves from traditional SaaS companies. These SDS companies focus on accountability and quality, adopting usage-based billing models similar to professional services, and offering compelling cost advantages. As they navigate this new frontier, SDS firms have the potential to reshape industries by combining software scalability with the outcome-focused approach of professional services.

CAN AI SCALING CONTINUE THROUGH 2030?

By 2030, it may be technically feasible for AI training runs to reach scales up to 10,000 times larger than current models, potentially continuing the historical trend of 4x annual growth in compute. The main constraints to this scaling are likely to be power availability and chip manufacturing capacity, though data scarcity and latency issues could also become limiting factors. Achieving such scales would require massive investments in infrastructure and could lead to significant advances in AI capabilities comparable to the progress seen in recent years.