Latest updates for ANZ sales professionals
AI adoption hitting 50% by 2035 is driving $60 billion in data centre investment across Australia. NEXTDC, CDC, and AirTrunk are expanding capacity. For sales professionals, that means new accounts, greenfield territory, and roles selling into hyperscale infrastructure.
Public SaaS is back to January levels after an $2 trillion AI panic. The index recovered, but returns inside it split 117 points. CrowdStrike and monday.com both grew revenue over 20% and finished a hundred points apart. What sorted winners from losers: consumption pricing and whether AI workloads land on your platform.
Starting January 1, 2027, California applies sales tax to all SaaS and prewritten software. That is 7.25% to 10.75% depending on location, hitting both vendor pricing and buyer budgets. Custom software stays exempt, but if you built it once and sold it many times, it is taxable.
Xero pulled a sponsored Instagram post where an influencer claimed she saved $1,500 per month by replacing her accountant with Claude AI connected to Xero. The NZ$2.75 billion accounting software vendor apologised after accountants flagged the content as undermining the channel partners who actually sell its product.
ICONIQ data covering 390 companies shows hypergrowth SaaS firms hiring faster than 2022, while strong performers growing 50-100% cut headcount growth from 46% to 25% in one year. The 100%+ band is overwhelmingly AI-native B2B in land-grab mode. Companies below 25% growth are flat: 3% headcount growth for the year.
Australian business insurance policies are changing underneath customers, with insurers introducing AI-specific exclusions and standalone coverage. BizCover launched AI quotes through ChatGPT, while Zurich rolled out AI-underwritten cyber policies. For sales teams using AI tools, this means standard professional indemnity and liability cover may no longer respond to AI-related claims.
Australia's Treasury says AI will boost annual productivity by 1.2%, but warns of profound labour market effects including job displacement. Two-thirds of businesses have some AI adoption, but fewer than 10% report deep integration. The gap between deployment and actual productivity gains matters for sales teams facing automation pressure.
Commonwealth Bank drops merchant service fees from 1.1% to 0.99% for in-store transactions on flat-rate plans, effective October 1. Same day the RBA surcharge ban kicks in. CBA serves 15.9 million customers: this move affects thousands of small business merchants who will no longer be able to pass card fees to customers.
Australia's consumer regulator is warning that AI-generated websites, product images, and reviews are making it easier for scammers to impersonate legitimate retailers. The ACCC says shoppers can no longer rely on professional appearance alone to verify if an online store is real.
New Kroll report tracking 2,672 software deals shows growth rate drives valuation, but margins above 25% add nothing. Two companies with identical Rule of 40 scores trade 73% apart based on category alone. Engineering software gets 5.2x, HCM gets 3.0x, same growth and margin.
Issue-tracking platform Linear reports agents installed in 95% of paid workspaces, creating half of all work items versus 3% twelve months ago. Issues with pull requests attached grew 7x since January. Atlassian reported growth rates but not composition. Linear is cash-flow positive at $2.5 billion valuation.
Only seven public B2B software companies are growing faster than 30%. In 2021, that was the median. Five years later, the median is the 90th percentile. If you are running a $200M ARR company at 18% growth, you are not behind: you are the peer set.