The New Rules of Performance in B2B SaaS
In the report, we unpack how AI-native architecture is creating compounding growth advantages, why expansion revenue now eclipses acquisition, and how capital-efficient growth is back in fashion. It also challenges outdated GTM assumptions, revealing where traditional sales models—and sales tech—are falling short.
Download the 2025 Beyond Benchmarks Report to gain the strategic clarity needed to dominate the evolving market.
Four Fundamental Shifts Reshaping B2B Software
The AI Transformation is Accelerating
AI-native companies demonstrate 4x faster growth and 21% higher retention, driven by an architectural advantage that establishes lasting competitive moats.
Efficiency Has Replaced Growth-at-All-Costs
Burn multiples universally improved across all segments in 2024. Winners are building operational leverage, prioritizing sustainable unit economics over raw expansion.
Customer Success is the New Sales Engine
Beyond $50M ARR, expansion accounts for 58% of growth, rising to 67% for companies exceeding $100M. Post-sale excellence now outperforms mere acquisition prowess.
Digital-First is Permanent
With 74% virtual selling and 50% AI-evaluated purchases, companies leveraging digital-native workflows consistently outperform those merely adapting traditional processes.
4 Key Takeaways
AI-native companies are pulling away.
Not just growing faster—operating differently.
01
Expansion revenue is now the dominant growth engine.
Especially past $50M ARR.
02
GTM tools have scaled—but satisfaction hasn’t.
Execution, not tooling, is the bottleneck.
03
Burn multiples are improving across the board.
Efficiency is the new growth signal.
04
Strategic
Imperatives
1
"This isn't just better retention, it's a new form of defensibility. Every customer interaction strengthens the moat, making AI-native companies increasingly difficult to displace."
2
"The transition period is ending and the new paradigm is here. Companies that master these shifts will dominate; those that resist will be disrupted."
3
"AI excellence requires sustained, significant investment. Companies treating AI as a feature rather than a core competency will be out-invested and out-innovated."