The Wire

Real-time updates from ANZ tech sales

about 2 months ago
News

Parliament targets SME AI adoption gap, sales teams lead usage at 51%

A new Parliamentary inquiry will examine why Australian small businesses struggle to adopt AI, even as nearly half report using it. The Joint Select Committee on Artificial Intelligence launched Thursday with a specific focus on SME adoption barriers. The timing matters: government data shows 44% of SMEs were using AI by February 2026, up from 41% mid-2025. NAB research puts the number at 42%, with another 14% planning to introduce it. For sales teams, the relevant finding is this: marketing and sales is the most common AI use case, accounting for 51% of adoption among SMEs that use the technology. Operations and customer service follow. The gap is not awareness. It is implementation. Cost, skills gaps, and time constraints consistently rank as the top obstacles across government and industry research. The UTS Human Technology Institute reported AI is exceeding SME expectations, but businesses need help clearing adoption hurdles. That implementation gap is now policy priority. Productivity Commissioner Danielle Wood told the recent COSBOA summit that properly deployed AI could add 4% to labour productivity over the next decade. The concern: those gains may pool among the largest firms if smaller businesses cannot overcome adoption barriers. Government is backing enablement programs, not just model development. The AI Adopt Program includes a $3.98 million BOAB AI-backed initiative targeting 500+ consultations, 1,500+ engaged SMEs, and 50 to 150 new jobs. The SME AI Studio offers hands-on support. For vendors, the signal is clear: demand sits where AI shows quick productivity gains in daily workflows. Marketing automation, sales support tools, and customer service efficiency. Broad "AI transformation" messaging misses the mark. SMEs want practical workflow wins, not visions. The inquiry will consider adoption rates and depth across business sizes. Early data suggests formal use of business-grade AI tools skews toward larger firms. The committee's job is figuring out why, and what to do about it.

SmartCompany
about 2 months ago
News

Gold Coast startup Bower raises $2M pre-seed, valued at $10M

## The Round Gold Coast startup Bower raised A$2 million in pre-seed funding led by TEN13. Admiralty Capital Group and Edale Capital participated, along with strategic angels including Yu Liu (CTO of Heidi Health), Dean Kelly, Harry Uffindell, and Emma Ferrier. One report pegs the post-money valuation at US$10 million. ## What They Ship Bower builds smart glasses for research labs. The product captures what scientists see, say, and do during experiments: observations, method changes, troubleshooting notes that normally get lost between the lab bench and formal documentation. CEO Michelle MacRae calls it "augmented research." The pitch is workflow capture at the point of creation, notafter-the-fact data entry. MacRae previously led generative AI video at Microsoft and built AI products at Dovetail and Google. Co-founder Renaud Joannes-Boyau is a geochemistry professor with 100-plus peer-reviewed papers. CTO David Lyon came from Atlassian and Xero. CRO James Boysons co-founded commerce platform EQL. That founding team composition matters: when you are selling into science-heavy organisations, credibility and domain expertise move deals. Academic co-founders signal product-market fit in a way pure tech teams cannot. ## Early Traction Early customers include Mount Sinai Hospital in New York, Mass Affinity, Bloodless Diagnostics, and Southern Cross University in northern NSW. No public revenue figures or customer count. ## The Sales Angle No hiring announcements yet, which is standard for pre-seed. Worth watching: if Bower is selling into hospitals and universities, that is long-cycle enterprise motion. Expect a technical sales team, not high-velocity SDR-led growth. The funding will go toward product development, which typically means engineering hires before sales expansion. Pre-seed at this valuation suggests they are 12 to 18 months from a proper go-to-market build-out. If they follow the standard playbook: build product, prove a handful of lighthouse customers, then hire AEs for replication. That puts potential sales hiring in mid-2027, assuming the product roadmap ships on time.

Startup Daily
about 2 months ago
News

Atlassian hits $6.6B ARR, 28% growth: AI bundled free, margins guide down

# Atlassian hits $6.6B ARR, 28% growth: AI bundled free, margins guide down Sydney-founded Atlassian reported Q4 revenue of $1.766B, up 28% year over year, with cloud revenue up 31% to $1.213B. Subscription ARR sits at $6.6B, up 23%. RPO hit $4.8B, up 44%. The stock jumped 35% in a single session. For a 25-year-old company at this scale, accelerating growth is rare. Cloud revenue went from 28% growth for the full fiscal year to 31% in Q4. The market had written down the "system of work" category on the theory that AI agents would commoditise workflow tools. One quarter of accelerating cloud growth erased that view. ## AI is bundled, margins are not Atlassian is giving away agentic capabilities in paid Jira Cloud at no extra charge, including orchestration of third-party coding agents. Rovo is now used by more than 80% of the Fortune 500. The cost shows up in the guide. Q4 non-GAAP operating margin hit 36%, a record. Q1 FY27 guides to 28.5%. Full-year FY27 guides to 25%. That is 11 points lower than the quarter they just reported. Gross margin also trims from 88% to a guided 86.5%. AI inference cost lands in the P&L one to four quarters before AI revenue does. Atlassian is taking it in operating margin and R&D, disclosed in advance. The pricing model: bundle the capability, monetize the tier, push customers into higher SKUs with roughly 10x the Rovo credits, then test consumption overages. ## What it means for ANZ sales teams Atlassian keeps its global headquarters in Sydney and employs around 13,800 people. Marketing and sales spend ran at more than $1.0B for FY2026. RPO of $4.8B signals a substantial enterprise sales engine, even though the company does not break out sales headcount publicly. The company is also active in M&A, funding The Browser Company for about $610M and DX for about $1B in 2025. That pace reinforces the view that Atlassian is using AI-adjacent product bets to protect its platform position. For sales professionals tracking enterprise software, the takeaway is clear: AI features are table stakes, margin compression is real, and the gap between shipping AI and monetizing it is wider than most companies admit. Atlassian is betting it can absorb the cost and convert customers to higher tiers before the margin guide spooks the market again.

SaaStr
about 2 months ago
News

Seitec raises $4m, 11-20 staff, needs sales team for defence export push

## The Numbers Seitec, a Canberra defence tech startup, closed $4 million in August 2026. This is the first close of a targeted $5 million round. ACTivate Capital led with $1.5m, joined by Beaten Zone Venture Partners and UNSW. The company previously raised roughly $600k in angel backing (2022) and $4m seed led by Sydney Angels (2023). Total raised to date sits around $8-9 million. Headcount: 11-20 employees. Founder and CEO Daniel Stevens (ex-RAAF, 20 years) started the company in 2021. CTO is Bevan Fairleigh. ## What They Sell Passive seismic sensing for defence, critical infrastructure, and high-security environments. Two products: - **UXOTrackS**: Detects unexploded ordnance impacts. Already under contract (September 2023, $4.2m). - **NIGHTINGALE**: Deployable seismic system for perimeter detection and incursion monitoring. The pitch: detect and classify activity in contested environments without revealing sensor position. Differentiation is seismic-based versus radar or visual systems. ## The Sales Reality Seitec has product-market fit with Australian Defence but now needs to crack export markets. That means building a sales function capable of navigating allied defence procurement: US, UK, NATO partners. Defence sales cycles are 18-36 months. Buyers are governments. Comp for enterprise defence AEs in Australia typically runs $140-180k OTE, but this is a Canberra-based startup with 11-20 people. Expect tighter budgets and equity-heavy packages. The company is at the stage where technical founders need commercial operators who understand defence contracting, security clearances, and multi-year procurement timelines. If you have sold to Defence, understand ITAR, and can work long cycles, this is the type of early-stage opportunity where you are hire number 15, not 150. ## What This Means for ANZ Defence Tech Australia has momentum in defence innovation (AUKUS, sovereign capability push, DTech26 cohort), but scaling requires export revenue. Seitec is a test case: strong local traction, credible product, now needs to prove it can sell offshore. For sales professionals, defence tech is a growing segment in ANZ. Roles are specialist, clearance-gated, and cycle-heavy, but the contract sizes justify the grind. Worth tracking if you are in enterprise or government sales and want exposure to a segment with tailwinds.

Startup Daily
about 2 months ago
News

ACCC raids WiseTech over competition breach allegations, shares drop 10%

The ACCC executed a search warrant at WiseTech Global's offices today, investigating alleged breaches of the Competition and Consumer Act. Shares in the ASX-listed logistics software company (ASX: WTC) dropped 12% to $37.57 before recovering slightly. The regulator seized documents and electronic data related to the supply of global logistics services and software. WiseTech said it "intends to fully cooperate with the investigation." The ACCC confirmed the warrant execution but declined further comment. ## Second raid in 10 months This follows an October 2025 raid by ASIC and the Australian Federal Police over concerns about share sales by cofounder Richard White. White sold 1.87 million shares worth over $200 million, including during blackout periods before results releases. White denies wrongdoing and says he obtained legal advice. ## What triggered the ACCC The investigation stems from WiseTech's August 2025 acquisition of logistics software competitor Expedient as part of its US$1.7 billion e2open takeover. The ACCC examined whether the deal would substantially lessen competition in breach of merger laws. ACCC chair Gina Cass-Gottlieb revealed in January that the regulator accepted a court-enforceable undertaking from WiseTech, though details were not disclosed. ## Why this matters for sales teams WiseTech is a major employer in ANZ tech, with 3,638 staff in FY25. The company announced plans to cut roughly 2,000 roles across FY26 and FY27, targeting product development and customer service, including e2open operations. For those selling into logistics or freight tech: WiseTech dominates the market with CargoWise, its cloud platform for freight forwarders and customs brokers. The company reported US$778.7 million in FY25 revenue and US$672.0 million in 1H26 revenue, up 76% year on year. Regulatory scrutiny, leadership flux (Richard White moved from CEO to executive director/chief innovation officer, with Zubin Appoo now CEO), and simultaneous expansion and cost-cutting create uncertainty for buying committees. Procurement cycles may slow as the company navigates investigations and internal restructuring. Competitors like Blue Yonder and other supply chain software vendors may see opportunities as enterprises reassess vendor risk and consolidation concerns in the logistics software market.

Startup Daily
about 2 months ago
News

Google Drive outage hits ANZ workplaces, no workaround available

Google Drive stopped working for users across Australia and New Zealand on Wednesday morning, cutting off access to files, documents, and shared folders. Google confirmed the outage on its status dashboard just after 9am AEST. Users cannot view, edit, or send files through the service. Google said there is no known workaround and that engineering teams are working on a fix. ## What it means for sales teams Google Drive sits inside Google Workspace, Google's enterprise collaboration suite. The platform competes directly with Microsoft 365 and serves more than 11 million paying customers worldwide. For teams running sales ops on Workspace, this means: - No access to proposal docs in Drive - Sales decks stuck in limbo - Contract files unreachable - Customer folder shares down Google Workspace revenue is not separately disclosed, but the broader Google Cloud segment posted $24.8 billion in Q2 2026. That scale means even a short outage hits a lot of distributed teams. ## The productivity stack question This is the second major collaboration platform outage in recent months. ChatGPT went down in June with browser redirects and access errors. The pattern raises the question: how much single-vendor risk is your sales team carrying? If your proposals live in Drive, your CRM runs on Salesforce, and your engagement layer sits on Outreach, one outage cascades. Alternatives exist. Zoho Workplace competes in the collaboration space. Revenue enablement platforms like Highspot or Seismic can centralise content outside your primary productivity suite. The trade-off is integration complexity versus resilience. Google said it will issue an update Wednesday evening. For now, ANZ teams are waiting. **Worth noting:** Google Workspace does not break out ANZ-specific revenue or headcount, but the platform is sold globally through cloud channels. The outage appears to be hitting users across multiple regions, not just ANZ.

SmartCompany
about 2 months ago
News

SaaStr churns Notion after 7 years: AI agent replaced last use case

## The quiet churn SaaStr cancelled Notion last week after seven years. Zero support tickets filed. Zero feature requests. One team member spoke at their user conference. Notion did nothing wrong. Their AI agent, 10K, took over the last job Notion was doing: running Monday staff meetings. The agent already had revenue data, pipeline, campaign metrics. It became the source of truth. Notion's job disappeared to an internal tool, not a competitor. The actual trigger: Notion's re-engagement email asking why they had not logged in. The response was cancelling the account. ## What this means for sales teams Account health scores missed this entirely. Usage decay showed up after the replacement was running. No save motion would have worked because the alternative was not a product Notion could out-feature. It was custom-built, wired into their own data. The pattern inverts traditional churn signals. Quiet, happy, low-touch accounts are now the most exposed. Low touch usually means the product does one narrow job. One narrow job is exactly what an agent can replace. B2B account health models assume unhappy customers complain and quiet customers are fine. Agentic replacement breaks that assumption. The quietest accounts may be building replacements you will not see until usage drops to zero. ## The mirror problem SaaStr found the same blindness running the other direction. Their AI agent found two customers still paying $300 monthly for a product they shut down six years ago. Nobody complained. Nobody churned. They did not know they were still charging for it until the agent surfaced the billing data. That is the same failure: a working, quiet relationship nobody was monitoring. ## What gets missed Notion is an $11 billion company, around $500-600 million in annual revenue. Led by CRO Erica Anderson. Strong product-led motion, adding monetised AI features in 2026. They compete with Microsoft Loop, Coda, Confluence. None of that market position predicted this churn. The product worked. The price was fine. The customer was successful. The job just moved to something that was not on any competitive battlecard. For sales and CS teams: your dormant accounts might not be dormant. They might be quietly rebuilding what you do, and your usage dashboard will tell you after it is too late to matter.

SaaStr
about 2 months ago
News

Canva valuation drops $11B to $43.5B, IPO timeline now unclear

Canva just wiped $11 billion from its own valuation, putting it at US$31B ($43.5B) in its annual employee share issue. That is down 20% from $38.9B a year ago. The markdown comes from an independent valuation required for US tax compliance before the company issues shares to its 5,000+ global workforce. Worth noting: employee share valuations typically price below investor marks, but the gap here tells a story. Investors are pricing it lower. Blackbird and Airtree, two of Canva's earliest backers, marked it at US$34.9B ($49B), down 17%. Secondary market broker Hiive is showing offers at US$30B, a 29% discount from the 2025 peak of US$42B ($65B). The context: Canva is still massive. Roughly $4B in ARR, 265M monthly active users, Fortune 500 penetration. But AI infrastructure costs are eating margin, and the SaaS valuation reset that hit the market in 2023-2024 is catching up. Blackbird partner Rick Baker says they remain bullish, citing a 90% reduction in AI serving costs and strong early user signals on the AI product. The company is founder-led: Melanie Perkins as CEO, Cliff Obrecht as COO. What this means for sales teams: if you are enterprise selling against Canva, their competitive position has not changed. They are still scaling hard into Fortune 500 accounts, still well-funded, still hiring globally. The valuation haircut is investor math, not a signal they are pulling back from market. For Canva employees: the lower valuation could mean higher tax bills under Australia's changing CGT rules if the company eventually lists at a higher number. The IPO timeline, previously floated for 2026, is now unclear. SaaS IPO windows remain tight, and a $30B-$43B range shows the market has not settled on a number yet. No confirmed CRO or VP Sales in public sources, but at 5,000+ headcount and $4B ARR, there is a sales org worth watching. Sydney HQ, global expansion, enterprise motion against Adobe and Microsoft. The valuation dropped, but the comp plan probably did not.

Startup Daily
about 2 months ago
News

Why mediocre reps hit 70% quota at one company, 0% at yours

## The 0% Quota Club Jason Lemkin, founder of SaaStr, has watched this pattern play out at hundreds of startups. An AE from a known brand joins an early-stage company. They have experience, they carried a bag at a scaled org, they looked solid on paper. They close nothing. Zero percent of quota. "In sales orgs with extreme product-market fit, tight processes, and substantial support, mediocre reps routinely hit 50% to 90% of quota," Lemkin wrote. "In sales orgs missing any one of those three, those same reps often hit 0% of quota." SaaStr's own data shows only 18% of early-stage teams have 70%+ of reps hitting quota. The majority sit at 20% to 40% attainment or worse. Inside those averages: reps who closed essentially nothing all year. ## Why Average Reps Look Good at Rocket Ships Consider what a rep at a company with real product-market fit actually does. Leads arrive qualified. The buyer knows the category and probably the brand. Competitive research happened before the first call. Pricing is standardised. There is a deck, a demo script, a mutual action plan, a security questionnaire already answered 400 times, and an SE who takes the technical call. The rep's job: keep the process moving, do not screw it up, ask for the order. A mediocre rep can do that at 70% of plan for years. Which is why AEs who look phenomenal on paper produce nothing at your startup. Now put that same person somewhere leads are inconsistent, pricing gets negotiated fresh every deal, the demo changes depending on who gives it, there is no SE, security review takes six weeks, and the product does not quite do what the prospect needs. That rep now has to invent the sales process, pricing strategy, technical story, and objection handling, deal by deal. That is founder work. VP of Sales work. Not something a 50th-percentile AE has done or will do. So they do nothing. Stay busy, run activity, keep a pipeline that never closes, end the year at zero. ## What This Means for Hiring Lemkin's point: mediocre reps are an output of the system, not an input. If your attainment is stuck at 30%, the problem is probably not the talent. It is product-market fit, process, or support. Before you hire that next AE from a unicorn, ask what system they were operating inside. Then ask if you have built that system yet. If you have not, the quota will not fix itself.

SaaStr
about 2 months ago
News

Canva drops to 20% growth as agents bypass pre-AI products

## The Number and What It Hides Canva revised 2026 growth down to 20% from 30%. Revenue still sits around US$4B annualised, and the company remains one of the largest private software businesses globally. The growth reset reflects AI inference costs and margin pressure, but the tactical problem is worse: customers are not switching to competitors, they are dropping out of the category entirely. Jason Lemkin's SaaStr team churned both Canva and Notion. Not because either product failed. Because their agents built an ad creative operation and never suggested using either tool. That is not a competitive loss you can win back. ## The Pre-AI Product Problem Canva was a no-code design tool. Airtable was a no-code database. Notion was a no-code knowledge base. The entire category solved for "what can I do without a specialist." AI does that natively now. If your product existed to help non-technical users skip engineering or design resources, that value prop is closing. On the enterprise side, Gartner data puts successful agentic deployments under 10% of companies. That gives B2B products a few quarters of cover, not a few years. The prosumer side has no lag at all because everyone is already ChatGPT-fluent. ## What It Means for Go-to-Market Canva's enterprise motion remains lean: roughly 49 quota-carrying reps supporting 265M monthly active users and 31M paying customers. That is product-led distribution working at scale. The company does not need a traditional enterprise sales model because self-serve drives most revenue. For sales teams at pre-AI products, run the agent test. Give an AI the job your product does, with no instruction to use your tool, and watch what it reaches for. If it bypasses you entirely, that is your 2026 problem. Canva is still one of Australia's most important software exports: Sydney-founded, globally scaled, $42B valuation in secondary markets. The growth reset is not an existential event. It is a signal that even category leaders have to rebuild product strategy when AI changes how buyers solve problems. ## Comp and Talent Implications The article flags a new S-tier comp band emerging: four or so people on seven-figure packages with equity 10x standard allocation, building next-generation AI product. At $100M to $200M ARR companies, that does not break the model. It does create visible compensation disparity, and it is still the right call if you are trying to build a skunkworks that prevents exactly the kind of displacement Canva is now navigating. Worth noting: your best people rarely leave over money. They leave when their work sits permanently third in line for resources and executive attention.

SaaStr
about 2 months ago
News

NZ tech worth $133b, but sales talent and returns flow offshore

## NZ tech worth $133b, but sales talent and returns flow offshore New Zealand's venture-backed tech sector is now worth NZ$133 billion in enterprise value, according to a new Dealroom report. That includes 8 unicorns and 2 decacorns: Rocket Lab and financial services platform FNZ. The sector contributed $23.8 billion to GDP in 2024, employed 119,520 people across 24,012 tech firms, and generated $11.4 billion in exports. Tech is New Zealand's third-largest export industry. The catch: enterprise value does not equal local economic benefit. Dealroom's definition includes companies founded in New Zealand but now headquartered overseas. The report counts more than ten billion-dollar businesses created by Kiwi founders but built offshore, spanning software, fintech, AI, and consumer tech. ### Where the sales jobs actually are Auckland is the centre of gravity. The city accounts for over half of sector GDP and employs more than 68,000 people. Most enterprise buying, hiring, and partner activity clusters there. Wellington and Christchurch pick up the rest, but the concentration is stark. The digital technologies segment, which includes most B2B SaaS and enterprise software, contributed $7 billion to GDP in 2021 and employed 43,750 people, per the Ministry of Business, Innovation and Employment. Most of those roles are in Auckland. For sales professionals, that means the addressable market for tech sales jobs in New Zealand is real but limited. Remote roles with offshore companies are increasingly common, but local enterprise selling opportunities are concentrated in a few hubs. ### Comp and retention pressure The talent issue istwofold. First, offshore acquirers and US-based companies poach sales leadership. Second, when New Zealand companies scale beyond the domestic market, they often relocate sales teams closer to customer concentrations in Australia, the US, or Europe. Comp data is sparse, but anecdotal evidence suggests enterprise AE OTEs in Auckland lag Melbourne by 15-20%, and Sydney by more. That gap widens at VP and CRO level, where equity participation in offshore-owned companies often outweighs local opportunities. The sector is valuable. The question is whether New Zealand can keep the sales teams, customer relationships, and go-to-market ownership at home as those companies scale.

Startup Daily
about 2 months ago
News

Sophiie AI raises A$5M seed, hiring for US expansion

## Sophiie AI raises A$5M seed, hiring for US expansion Gold Coast-based Sophiie AI closed A$5 million seed funding at a A$30 million valuation. The round was backed by Archangel Ventures, Admiralty Capital Group, Antler, Gandel Invest, and Aussie Angels. The company is hiring for US expansion launching later this year, plus product development roles. Team size sits around 13 employees currently, up from bootstrapped operations through 2024. ### What they sell Sophiie started as an AI virtual receptionist for tradies, handling inbound calls, lead qualification, and booking. The product has evolved into what the company calls an "AI operating system" for trades and service businesses, covering the full workflow from enquiry to payment. Target customer: trades and service businesses losing revenue to missed calls and admin overhead. The company claims 500,000+ calls handled and 12+ hours weekly admin time saved per user. ### Why this matters for sales teams Sophiie sits in the AI sales agent and receptionist category, competing with broader AI assistant and SMB workflow tools. The company reports 10-15% monthly growth and has customers across Australia, New Zealand, and the UK. For sales professionals watching the AI sales tool space: this is another AI-native vertical SaaS company raising seed capital to prove product-market fit can scale internationally. The A$30M valuation on A$5M seed suggests investors see traction in a high-volume, phone-dependent SMB segment. CEO Jake Banks previously built an online marketplace with 35,000+ trades businesses. Co-founder Luke Kelleher runs onboarding, support, and trade partnerships. Juan Castro is CTO. ### Market context Sophiie competes in a crowded AI receptionist and sales assistant market. Related categories seeing funding activity: AI tools for sales prospecting, AI sales lead generation, and AI-native sales software. Y Combinator has backed multiple AI sales agent startups in recent cohorts. For ANZ sales teams evaluating AI tools: Sophiie is focused on trades, not B2B tech sales. If you are selling into trades or service businesses, this is a potential channel or competitor to track. The US expansion and hiring push will test whether the product translates outside ANZ market dynamics. Most AI sales agent startups struggle with localisation and accent handling, especially in trade-heavy verticals where phone quality and terminology matter.

Startup Daily
about 2 months ago
News

Gamma hit $100M ARR with no sales team, then hired one anyway

## The Numbers Gamma reached $100M ARR with 50 employees. No sales team. $2M ARR per head. 600,000 paying subscribers at roughly $167 annual contract value. 50 million total users. Those metrics work because the product sold itself. AI-powered presentations that went viral on launch, scaled through word of mouth, and converted through self-serve. Classic product-led growth. CEO Grant Lee spoke at SaaStr AI and said the no-sales approach worked. Then he said it was a mistake. ## What Actually Happened Gamma's first launch won Product Hunt product of the day, week, and month. Signups spiked, then flatlined. No organic growth. No word of mouth. They gave themselves three months to rebuild onboarding around one goal: make the first 30 seconds remarkable enough that users tell their friends. The relaunch went viral. 5,000 signups a day became 50,000. Zero marketing spend. Zero sales. Then they made three reactive decisions that Lee now flags as mistakes: **1. They shipped paid plans with no way to pay.** Chat filled with users asking how to buy credits. They spent two weeks reverse-engineering pricing mid-surge, while demand sat waiting. **2. They only hired sales when inbound got embarrassing.** People were writing in asking to buy for whole teams or departments. Nobody could answer. Sales became cleanup work, not growth strategy. **3. They haven't touched the self-serve base.** 600,000 paying subscribers. If 2% sit inside companies that would buy 50 seats, that is a bigger business than the one they built, sitting in their own database. Untouched. Gamma is profitable, growing, and valued at $2.1B after a $68M Series B led by Andreessen Horowitz in November 2025. This is not a failure story. It is about what self-serve growth costs when you let the market decide everything. ## What It Means for ANZ Teams Product-led works until it doesn't. Gamma proved you can hit $100M ARR with no reps. They also proved that waiting to hire sales until you feel like you are dropping deals is leaving money you already earned on the table. The tell: when your inbound starts asking for multi-seat deals and you have nobody to answer, you are past the point where you should have hired. Lee's advice now: word of mouth is the only channel that amplifies every other channel. Until you have it, do not spend on marketing. But once you have it, do not wait for the market to force you into the next motion. Gamma competes in AI presentation tools, not traditional enterprise software. No public ANZ presence. Worth watching for what it says about when product-led companies finally build sales: usually later than they should have.

SaaStr
about 2 months ago
News

Databricks hits $7B ARR growing 80%: 30-point acceleration at scale

Databricks hit $7 billion revenue run-rate in Q2 2026, growing more than 80% year over year. CEO Ali Ghodsi announced the milestone alongside a $5 billion strategic round at a $190 billion valuation, led by Coatue with Blackstone, MGX, T. Rowe Price, and Sixth Street. The growth number is the story. Databricks posted 50% growth at $4 billion run-rate in mid-2025. Four quarters later, it is running at 80%. Companies at this scale do not reaccelerate 30 points. They slow down. Worth noting: this quarter held at 80% rather than climbing further, so the acceleration arc has flattened. Growing 80% at $7 billion still outpaces everything in enterprise software. It is just not accelerating anymore. The sequential add also slowed. Databricks put on roughly $1.5 billion of run-rate between January and April 2026. The move from $6.9 billion in June to ">$7 billion" in Q2 is a smaller jump, suggesting the pace is normalising even as the year-over-year comp stays strong. Product revenue is concentrating in AI infrastructure. Lakehouse (their data platform) is running at $1.5 billion ARR, growing over 100% year over year. Lakebase (their database product) crossed $100 million run-rate. The company says it remained positive on adjusted free cash flow over the last 12 months. Databricks now competes directly with Snowflake in data platforms. The growth gap is material: Databricks at 80% versus Snowflake in the 30s. The company previously disclosed 500+ customers spending more than $1 million annually when it was at $3.7 billion run-rate. That number is likely higher now, implying a large enterprise-selling motion. For ANZ sales context: Databricks maintains global enterprise coverage, including APAC presence. The company has not publicly disclosed current sales headcount or regional hiring plans in this announcement. Sales teams at companies growing this fast typically scale aggressively. When a vendor goes from $4 billion to $7 billion in four quarters, the sales org is expanding to support that pipeline. The valuation moved from $134 billion in February 2026 to $190 billion now. That is a 42% jump in six months on the back of sustained revenue acceleration and positive cash flow. Reuters coverage noted margin pressure from AI agent deployments. Customers are running more agents, which drives infrastructure and usage costs even as revenue climbs. That is a comp consideration for sales teams: consumption-based models can create volatility in customer spend and commission timing.

SaaStr
about 2 months ago
News

Klaviyo CEO mandated entire 2,300-person company hit AI L3 by June

Klaviyo co-founder and co-CEO Andrew Bialecki set a hard deadline in early 2026: every employee had to reach "L3" AI proficiency by end of June, or they would not survive the next era at the company. The framework borrows from self-driving car autonomy levels. L1 is using AI to search. L2 is spinning up a session and running an agent. L3 is constantly running multiple sessions or teams of agents, decomposing problems into pieces, and validating output. That mandate applied to all 2,300 people: product managers who used to write wireframes, designers, sales reps, marketers. Everyone commits code now, from Bialecki down to summer interns. The push comes as Klaviyo rebuilds its $1.5B business around AI agents. The company did $370.6M in Q2 2026, up 26% year over year, with full-year guidance raised to $1.53B. Its marketing agent, Composer, hit 95,000 users in its first month, with 25% coming back weekly. Klaviyo built Composer using its internal "Dark Factory" system, which takes a prompt, acts as PM, writes specs, decomposes the problem into engineering subsystems, and runs subagents against each piece. The first working prototype was built over a weekend by other agents. Bialecki's argument to the team was not about Klaviyo. It was about them: very few people will reach L3 in the next year or two, and if you can put a team of agents to work and validate the output, you will be enormously successful whether you stay or not. ## What This Means for Sales Teams Klaviyo is treating agents as power users who sit to the right of their best human users. Onboarding matters less. What matters is what the agent asks you to build next. The company is also building a path to sign up, configure, and pay without ever touching the UI. Anything a human used to log into is now infrastructure, which means it needs APIs. For sales professionals evaluating AI SDR tools like Artisan, 11x AI, or Ample, the Klaviyo playbook shows what enterprise adoption looks like when a public company bets the roadmap on agents. The question is not whether your tool has AI. It is whether your team can operate at L3.

SaaStr
about 2 months ago
News

Bailador posts 2.8% return, PropHero up 69% while SaaS portfolio softens

## The Numbers Bailador Technology Investments (ASX: BTI) posted a 2.8% post-tax portfolio return for FY26, down from 7.8% the year prior. Net profit after tax fell to $6.9m from $19.3m. Post-tax NTA slipped three cents to $1.61 per share. Shareholders get a fully franked final dividend of 3.5 cents per share, in line with FY25's 3.6c. Annualised grossed-up yield sits at 9.5%. ## What Moved PropHero carried the portfolio. Bailador's $12.5m stake in the property investment platform jumped $8.7m (69%). The company led PropHero's Series A in February 2025 and chair David Kirk sits on the board. Telehealth startup Updoc added $8.3m (22%). Digital health company Mosh rose $5m (50%). The pain: fintech DASH, last year's standout with a 59% gain, dropped $9m (20%). Bailador's small stake in Finnish ecommerce platform Nosto also fell. ## Portfolio Reality Combined revenue across Bailador's portfolio companies hit $735m, up 32%. Recurring revenue accounts for 82% of that, with 63% gross margins. These are established-revenue software businesses, not startups. Bailador itself ran leaner: total costs down from $12.58m to $8.86m. ## What It Means Bailador backs expansion-stage ANZ tech companies that have already proven their models. Typical cheque size: $5m to $20m. The fund takes minority stakes with board representation. This positioning means portfolio concentration matters. PropHero's 69% uplift offset weakness across SaaS holdings. When you are a listed fund with a small number of bets, mark-ups and mark-downs swing performance hard. The SaaSpocalypse narrative (AI jitters hitting software valuations) is showing up in the numbers. Revenue growth is there. Margins are strong. But the marks reflect a tougher funding environment for B2B software. For sales professionals tracking the ANZ tech ecosystem: Bailador's portfolio includes SiteMinder, Updoc, DASH, Rosterfy, and PropHero. These are the companies hiring AEs, SDRs, and CSMs in Australia and New Zealand. When their valuations soften, hiring slows. When they mark up like PropHero, the roles open. Worth noting: Bailador competes with other growth-stage investors for ANZ tech exposure, but its niche is narrow. Established revenue, proven models, local market. Not venture-stage, not pre-revenue. The dividend held. The portfolio grew revenue. But the marks tell the real story: software is repricing, and even strong operators are not immune.

Startup Daily
about 2 months ago
News

Physical goods software outpacing SaaS: Shopify +34%, Toast +23%, Samsara +30%

# Physical goods software outpacing SaaS: Shopify +34%, Toast +23%, Samsara +30% While AI pressures most public software companies, platforms serving physical commerce are growing 2-3x the median B2B vendor rate. The median public B2B company is up 13%. Salesforce recently reported 13% growth, with 4 points from acquisition. Its full-year guide is 11%. **Shopify** reported Q2 2026 revenue of $3.58B, up 34%. GMV hit $115.6B, up 32%, the fifth consecutive quarter above 30%. B2B GMV grew 76% year over year as the company rolled out native B2B features to more merchants. Operating income was $488M vs $291M a year ago. Free cash flow came in at $654M (18% margin, up from 16%). Stock jumped nearly 20% on the print. **Toast** added a record 9,500 net new restaurant locations in a single quarter. Revenue was $1.91B, up 23%. ARR hit $2.4B, up 25%. Recurring gross profit streams grew 28%, faster than revenue. The company raised full-year recurring gross profit guidance to 23-25% from 21-23%. **Samsara**, selling into connected transportation and logistics, reported ARR of $1.99B, up 30%. Revenue grew 31%. Net new ARR of $101M, itself up 30%. ARR from $1M+ customers jumped 62%, accelerating for the fourth straight quarter. The company posted its third consecutive quarter of GAAP profitability. ## Why it matters for sales teams These companies do not primarily price on seats. Shopify charges on GMV and transactions. Toast takes a cut of payment volume. Samsara prices per connected asset. When customers optimise headcount, these vendors do not take the same hit as seat-based CRM or productivity tools. The second factor: their customers' end products are not being eaten by AI. Restaurants still need point-of-sale systems. Truck fleets still need IoT monitoring. Wholesale merchants still need commerce infrastructure. The efficiency gains from AI have not (yet) collapsed demand in these segments the way they have for knowledge work software. For ANZ context, Shopify has meaningful merchant presence across Australia and New Zealand, particularly in retail and wholesale. Public disclosures on ANZ-specific sales headcount are limited, but the company's B2B push suggests enterprise and mid-market expansion could create more field roles. Toast and Samsara have smaller ANZ footprints but similar dynamics apply: if you are selling software that gets paid when physical goods move or physical assets operate, you are in a better position than if you are selling seats into functions AI is currently automating. Worth noting: Shopify's B2B motion appears more product-led than classic named-account field sales, which helps explain why it is outperforming in a period when many vendors are cutting sales headcount. If your comp is tied to transaction volume rather than seat expansion, the current market is treating you differently.

SaaStr
about 2 months ago
News

The ACV threshold for dedicated account managers: $8K to $10K

# The ACV threshold for dedicated account managers: $8K to $10K Jason Lemkin, who scaled EchoSign to acquisition by Adobe and later grew Adobe Document Services past $100M ARR, has posted his framework for when B2B SaaS companies should hire account managers. ## The thresholds **Below $8K to $10K ACV:** You cannot afford dedicated account managers. The unit economics do not work when humans spend 30 days embedded per customer. Systematise onboarding and support instead: self-serve plus a lean support team. Exception: if your CAC is near zero (pure PLG), you can afford more human touch at lower ACV. **$10K+ ACV:** Dedicated account management starts to make sense, often from a pooled team. The LTV justifies upfront investment in customer success. **$50K+ ACV:** They deserve a dedicated person. Someone they know by name, email, WhatsApp, and phone. **At $2M to $3M ARR:** Hire your first VP of Customer Success if churn or renewals are a problem, or if you are targeting larger customers. From there, scale a full CS team: onboarding specialists, CSMs, support, and for higher ACVs, forward deployed engineers. ## Why ACV alone is not enough Lemkin's critical point: it is not just about ACV. It is about deployment complexity and expansion potential. A $20K customer going all-in on AI agents with heavy integration needs might justify a forward deployed engineer more than a $100K customer running a cautious pilot with three users. Vertical B2B companies like Toast run a $10K ACV motion without traditional account managers, using support and onboarding teams instead. But they are exceptions. Most companies at $10K+ ACV see CS payoff quickly through improved retention and expansion. ## What this means for sales teams If you are an AE at a company with $8K average deal size, do not expect a dedicated CS team to own onboarding. That is on you, or it is systematised. If you are selling $50K+ deals, you should have a named CSM to hand off to. If you do not, ask why. That is a retention risk. If you are building a CS org, Lemkin's framework gives you cover to push back on "we need account managers for every deal" before the unit economics support it. ## About the source Lemkin is CEO of SaaStr and co-founder of EchoSign. His thresholds come from operating experience scaling both SMB and enterprise SaaS, not generic consulting frameworks. EchoSign hit $50M ARR in 2012 and $100M+ ARR in 2013 under his oversight at Adobe. The $8K to $10K threshold is an operator's heuristic, not a formal benchmark. But it aligns with his broader emphasis on scaling playbooks from high-volume SaaS rather than bespoke services.

SaaStr
about 2 months ago
News

Farmbot raises $22M Series B, US expansion means agtech sales hiring

## Farmbot raises $22M Series B, US expansion means agtech sales hiring Sydney-born agtech Farmbot closed a $22 million (US$15M) Series B led by Lewis & Clark Partners. The round included Fulcrum Global Capital, Builders VC, Level VC, MLA's Cultiv8 fund, and repeat investor Macdoch Ventures. The company builds satellite-connected sensors that let livestock farmers monitor tanks, troughs, dams, and pumps remotely. Current customer base: 12,000+ farms across Australia and North America, managing roughly 10 million cattle and 15 million sheep. ### What this means for agtech sales teams Farmbot is executing a corporate flip to make Ranchbot Technology Holdings Inc., a Delaware corporation, the new global parent. The company now runs dual brands: Farmbot in Australia, Ranchbot in the US, with headquarters in Fort Worth, Texas. That structure shift plus Series B capital typically signals go-to-market expansion. The company launched via Muru-D accelerator in 2014, raised $2.7M in 2021, $5M Series A+ in 2022, and a $4.6M round in June 2024 before this larger close. Telstra and Macdoch Ventures have backed multiple rounds. ### Agtech sales context The agricultural technology sales segment remains undersupplied with experienced reps who understand both enterprise SaaS motion and farm operations. Farmbot competes in remote infrastructure monitoring, a category where the sales cycle involves convincing producers to replace manual water checks with sensor-based systems. Founders Andrew Coppin and Craig Hendricks have built revenue-stage operations, though public data shows no named CRO or VP Sales. The pitch is operational efficiency: fewer truck rolls to check water levels, consolidated platform instead of multiple farm management apps. Chuck Warta from Lewis & Clark noted water infrastructure management "remains highly manual across much of the industry." That manual process is the wedge for agtech sales reps: quantifiable time savings, reduced fuel costs, early problem detection. For sales professionals tracking agtech hiring: Series B at this scale, dual-market operations, and US investor participation usually precedes AE and SDR buildout in both geographies. The agricultural sales compensation benchmarks in ANZ typically run below general SaaS rates, though enterprise agtech roles with large territory coverage can command competitive packages. No comp details disclosed. Farmbot/Ranchbot hiring pipeline not yet public.

Startup Daily
about 2 months ago
News

Sterling raises NZ$3.8m, hiring for ANZ and US expansion

## Sterling raises NZ$3.8m, hiring for ANZ and US expansion New Zealand AI finance automation startup Sterling raised NZ$3.8 million (A$3.15 million) in a round led by Blackbird, with participation from angels tied to Trade Me, Pushpay, Xero, and Vend. Founded in 2025 by Nik Wakelin and Ludwig Wendzich, Sterling builds AI workflow automation for finance teams: invoice processing, bank reconciliation, month-end close. The pitch is execution, not co-pilot chat. Wakelin calls it an "autopilot" that works when your laptop is closed. The company says the funding will support hiring and a push into larger enterprise customers across New Zealand, Australia, and the United States. No specific headcount numbers, role breakdowns, or comp ranges were disclosed. ### What this means for sales teams Sterling is entering a crowded finance automation category. Differentiation will likely come down to depth of integration, enterprise implementation speed, and how well it compares against entrenched tools in the CFO stack. Early customers include Manukora, Storypark, and Echelon. Expansion funding usually means go-to-market buildout: AEs, SDRs, customer success, implementation. The US push suggests enterprise sales motion rather than product-led growth. Worth watching for role postings in Sydney, Melbourne, and Auckland over the next quarter. The investor mix (Blackbird plus Kiwi SaaS veterans) signals local product-market fit, but US enterprise is a different game. Sterling will need to prove it can close outside ANZ, which means experienced enterprise sellers who know how to land finance buyers in competitive categories. Wendzich and Wakelin have engineering and product backgrounds (Vend, Lightspeed, Deliveroo, MinuteDock). No named CRO or VP Sales yet, which is typical at this stage but will need to change as they scale into enterprise. ### The broader finance automation market Finance automation and AI ops tools are raising heavily in 2024. The category is hot, which means competitive hiring for sales talent who understand how to sell workflow automation into finance and accounting buyers. Expect more funding announcements and corresponding headcount growth across fintech and vertical SaaS in ANZ over the next six months.

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