SaaS

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The Web Is Forking Again

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Last week I wrote that SaaS isn’t dying. It’s being sorted. Thin workflow tools are under pressure, systems of record are becoming infrastructure, and the era of easy multiple expansion is behind us. That conversation was about repricing.  This one is about rewiring.  Underneath the market volatility, the internet itself is quietly adapting to a new kind of client. And if you zoom out far enough, the pattern looks familiar.  When mobile arrived, the web did not disappear. It evolved. The same underlying systems and content still existed, but they were redesigned to render differently depending on the device. Responsive design and mobile-first frameworks did not replace the desktop web; they standardized it for a second client. Companies that recognized that shift early rebuilt their interfaces accordingly and captured the next wave of growth. We […]

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SaaS Isn’t Dead. It’s Growing Up.

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I was super early at HubSpot, a first one hundred employee.  I watched the company go public. I used some of the gains from that IPO to put a down payment on my house. It was one of those rare moments where a long bet actually paid off in a tangible way.  A year ago, HubSpot was trading above $800 a share. Today it sits in the low $200s. That is a decline of more than 70 percent in roughly twelve months.  And it is not alone.  Across B2B SaaS, billions in market cap have evaporated. Multiples have compressed. Growth stocks have been punished. The easiest narrative is that SaaS is dead and AI finished the job.  I do not think that is what is happening.  What we are seeing feels much more like SaaS growing up.    The Easy Era […]

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Video: Why Independent Research Creates Defendable Customer Stories

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In this video, Nicholas Biron underscores the real power of independent, third-party research in marketing. While vendors often publish their own case studies, these pieces rarely carry the depth or credibility needed to influence buyers—or withstand scrutiny. Nicholas explains how 3Sixty Insights approaches customer interviews differently: by probing deeper into decision drivers, evaluation processes, and real outcomes. The result is richer, more authentic stories that buyers and participants themselves use to validate choices, showcase investments, and even elevate their personal profiles.

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Analyst Insight: Accountants & Bankers – The Unexpected HR Allies Helping SMB Payroll and Compliance

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Introduction For many small and mid-sized businesses, there’s no such thing as an “HR department.” Budgets are tight, margins are slim, and every hire must quickly and directly contribute to growth or business operations. Typically, SMBs handle HR in one of two ways. They may fold recruiting, benefits, performance management, and other related functions into a selected manager’s to-do list. Or they outsource HR to one of the company’s trusted advisors, like their bank or CPA. In those cases, the accountant who closes the books each month might handle payroll, track paid leave, and help the business owner analyze labor costs. The banker who sets up a line of credit may offer advice on employee benefits. That’s certainly not ideal, but it makes sense: If […]

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What Mark Kilens Wants Every GTM Leader to Know: Craft, Collaborate, Educate

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The latest episode of GTM Innovators features a candid, insightful conversation with Mark Kilens—VP of Marketing at EasyLlama and Founder of TACK. If you know Mark, you know he doesn’t pull punches. In this episode, he shares what he believes are some of the most foundational (yet often overlooked) truths about modern go-to-market (GTM) success. While the tools and tactics available to marketing, sales, and product teams have evolved rapidly, Mark’s perspective reminds us that GTM excellence doesn’t come from chasing shiny objects. It comes from mastering the basics, creating alignment, and building systems that scale through value. Below, we explore three key takeaways from our discussion that any GTM leader, especially those in early-stage or scaling companies, should pay attention to. Cross-Functional Alignment Isn’t […]

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Why Playing It Safe Is Hurting Your GTM Strategy

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There’s a quiet revolution happening in B2B go-to-market strategy, and it doesn’t involve flashy tools or cold outreach hacks. It’s founder-led growth—driven by real people with strong points of view who are willing to step into the spotlight. In our latest GTM Innovators episode, I sat down with Finn Thormeier, founder of Project 33, to unpack how B2B SaaS companies can turn their internal expertise into a high-performing demand engine. Finn has helped dozens of B2B leaders go from silent operators to visible, credible thought leaders—and the results speak for themselves. One of the biggest takeaways? Your content strategy doesn’t need more polish—it needs more point of view. The GTM Power of Founder-Led Growth When your buyers are skeptical and drowning in noise, what cuts […]

#HRTechChat: Unpacking Skills Transformation with James Griffin

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James Griffin is a Principal Consultant at the UK-based Skills Collective. His work focuses on skills, enterprise SaaS (Software as a Service), talent transformation, and consulting, all of which revolve around the customer. His deep expertise lies in reimagining talent transformation strategies and understanding how to begin implementing skills-based approaches within organizations. He has positively impacted several SaaS organizations, including Degreed and Elevate Direct. With Principal Analyst Dylan Teggart, they discuss the shift from traditional job-based hiring to skills-based hiring, driven by the need for more tailored employee selection. James highlights the growing confusion in the software market, urging organizations to focus on tools that demonstrate clear value and align with corporate strategies. Our #HRTechChat Series is also available as a podcast on the following […]

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Market Alert: Silkroad Technology Shows Savvy in Expanding Its Approach to the Blending Talent Lifecycle With the Help of Entelo

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What Happened SilkRoad Technology has added Entelo’s functionality in candidate search and recruitment marketing to an existing suite known for highly capable onboarding and the rest of talent management. Made possible with the backing of HighBar partners, the move also brings the considerable expertise of members of Entelo’s executive team, Chief Executive Officer Robert Tsao and Chief Technology Officer Ron Teeter, to assume these roles at SilkRoad Technology. Background The two pioneering vendors in software-as-a-service (SaaS) for talent management and talent acquisition are marshaling their strengths. Founded in 2011, Entelo became known early on for Sonar, an at-the-time modern algorithmic tool helping recruiters predict the likelihood of flight risk for competitors’ top talent that they themselves wished to woo as new hires. The vendor’s portfolio […]

3Sixty Insights #HRTechChat with Tom Tonkin, Ph.D., CEO at The Conservatory Group

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Joining us for this episode of the 3Sixty Insights #HRTechChat is Tom Tonkin, Ph.D., member of our Global Executive Advisory Council. A former colleague of mine, Dr. Tonkin is now CEO of The Conservatory Group, where he and his team “help executives, middle-managers and sales leaders to self-actualize in their roles.” Dr. Tonkin’s background in technology for the enterprise stretches back many years and includes just shy of two decades at Oracle in a multitude of roles spanning sales, technology enablement, professional services, and more. My conversation with Dr. Tonkin centered on diversity, equity and inclusion. Through his observations, informed partially by his doctoral work, Dr. Tonkin believes several things must happen for DE&I initiatives and ideas to move beyond awareness — frankly, only the […]