Carl Ferreira

Team Lead | Senior Account Executive

𝗛𝗼𝘄 𝘆𝗼𝘂 𝘀𝗲𝗹𝗹 𝗶𝘀 𝘄𝗵𝘆 𝘆𝗼𝘂 𝘄𝗶𝗻™

Director of Sales

+ Built Sales process and took over selling from Founder - I was first sales hire
+ Architected sales process to be highly consultative and driven by mutual commitment
+ Coached sales team through 1 major company pivot, 3 new products, and 2 price increases
+ Closed just over 10 Million in New Business in 2022
+ Increased ASP by 30% from 2021 to 2022

AI native saas has no moat.

Lot of buzz about it...lots of VC dollars flowing to it. I have seen 0 convincing arguments that AI Native saas has any moat.

Maybe with enough capital some of them can reach exit velocity...especially if they can be bought in a PLG motion but if switching costs arent high (first moat that matters) and there is no meaningful data set ( 2nd moat that matters) that is built then the fall will be as fast as the rise.

They are worse off than Trad saas. If a college kid, in a weekend, can vibe code an AI native CRM, call recording tool, or video editing then so can 1 million other people.

Every Saas company should seriously get 1 dev to try and vibe code as much of their software as possible in 2 weeks to see how far they get. Charge this to the competitive analysis budget.

*I think the biggest threat to trad saas is not AI native saas its Services Businesses.  We will see an explosion of agencies & consultancies w/ FDE's that don't sell software, but sell the service of building AI workflows on top of existing "source of truth" platforms like CRM, MAP, ERP, PLM, HR Saas and DES. Historically these engagements were long, expensive, and super high risk of failure, which made them easy to beat with a slick demo. Not the case anymore.

These agencies will have to handle "security" and "ongoing management" objections but these are easy to solve.

**Conclusion: So im still bullish on Hubspot, CoLab, Figma, SFDC, ERPs, PLMs..they will be fine...vibe coding is a tailwind. They store valuable proprietary data and have high switching costs. 

***Extinction event for all other saas, AI native included. Boon for agentic services businesses.

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