"SaaS is Dead"

If you think my heart skipped a beat when I read that, you’re not wrong.

Luckily, I’ve been on the internet a long time, so I can spot clickbait when I see it.

What people really mean is: SaaS is evolving and changing shape.

Why? Because AI hath wrought an inflection point.

If trends in AI continue, the way we interact with business software is poised to change dramatically.

Today you log into:

• Salesforce to update your deals and manage your pipeline
• Zendesk to answer customer support tickets
• ServiceNow to manage company IT assets like laptops and servers

In the future, AI agents (autonomous software programs) running on top of powerful AI models (data-trained systems) may do a lot of this work for you.

Soon (and already):

• Salesforce will auto-update deals and forecast pipelines.
• Zendesk will pre-draft responses and escalate critical tickets.
• ServiceNow will track assets and predict failures autonomously.

Historically, you’ve been an active participant – the user. Now, your role will likely shift to supervising, guiding, and refining the AI systems that run the show.

What this means is that B2B SaaS AEs, SCs, and CSMs will spend less time talking features and functionality and more time selling the value of all things under the hood:

• The infrastructure powering the AI model
• The platforms and APIs enabling integration
• The software orchestrating all the data processing

Think about it: When AI agents are handling complex workflows and making decisions, your customers will be thinking a lot less about the UI or dashboard design.

They'll care about:

• Infrastructure: How reliably and efficiently can you process their data?
• Platform and APIs: How easily can they integrate your solution with their AI models and other tools?
• Software architecture: How flexibly can your system adapt to their changing needs?

This is the future of enterprise software. And it means that, in order to stay ahead, you need to be able to speak confidently about all layers of the stack.

The sales reps who will thrive in this new era won't just be feature-function experts. They'll be technology advisors who can have meaningful conversations about infrastructure choices, platform strategies, and software architecture.

The good news?

Becoming a triple threat in infrastructure, platform, and software is actually way less complicated than you’ve been led to believe.

You just need to understand the core concepts and how they fit together.

i.e., enough to be dangerous 🔥

Everyone is 100% capable of this.