I learned this back in the early HubSpot days from the legend @markroberge!

Wait for it, @BostonGlobe

As AI eats the internet, trust becomes the new scarcity. Communities grounded in identity, values, and real connection will matter more than ever.

Is there an ‘undo everything I just did for the past hour’ button on @Replit? Rollback not an option and git ain’t workin’

AI-powered buying starts by eating PLG—low-friction, self-serve purchases are easy targets. From there, it moves upmarket, gradually replacing sales-led motions for lower-ACV products that still require rep interaction today. This shift is a win for buyers who just want to purchase without enduring a drawn-out sales process. So what happens to those AEs? They move upmarket—spending more time on high-value, complex deals where buyers actually want a consultative experience. The role doesn’t disappear; it just evolves to focus on higher stakes, higher impact sales.

The future of B2B sales won’t be won by better decks or tighter pitches. It’ll be won by whoever removes the most friction. The modern buyer has simple needs: -They don’t want to be sold to. They want to get hands-on with product to make their own decision. -They don't need an ROI calculator. They want transparent pricing to assess value. -They want to pay for real outcomes, not promises. And they want to decide on their terms, not because it’s end of quarter. Truth > Persuasion Speed > Process Transparency > Games We’ve spent the last 7 years building @VendrHQ inside this tension — watching buyers get smarter, sellers cling to old playbooks, and AI start to eat the middle. Here’s what I believe: -If you’re still optimizing for pipeline stages instead of friction elimination, you're already behind. -If you're hiding your pricing, you're losing the deal before it starts. -If your sales process isn’t getting faster every quarter, your competitors will pass you. The next generation of sales is about enabling decisions, not controlling them.

You know what would be cool? To get the price of a B2B product without having to sit through a discovery call or forced demo. Check out what we just did on @ProductHunt today... producthunt.com/posts/softwa…

Every software buyer just wants to know what it costs. Before they talk to a rep. Before they sit through a deck. Before they “see if it’s a fit.” Pricing is table stakes for the modern buyer. Hide it, and you lose trust. Show it, and you win the deal faster. Proof: Vendr’s pricing-related AI traffic is up 17x YoY. Give the people (and the agents) what they want: transparent pricing.

Uncertainty is impacting B2B spend — fast. During times of volatility, the CFO playbook is predictable: 1. Caution mode: Negotiate harder. Delay approvals. Push back on new purchases. Stopping a new purchase is easier than unwinding an existing one. 2. Panic mode: Freeze all net-new spend. Shift focus to renewals. Nice-to-haves are immediately cut; everything else: ruthlessly negotiated. @VendrHQ data comparing March '24 to March '25 shows clear signs of caution taking hold: –New purchase ACV dropped 42%, from $106k to $62k -Renewals ACV dropped 22%, from $131k to $102k –Commitment length for new purchases shortened from 17 months to 14 months This is what a skittish buyer looks like. It doesn’t take much for CFOs to hit the brakes — and it looks like they are starting to tap.

AI is going to eat B2B buying — but only the parts it can digest. Transactional purchasing is already primed: PLG, swipe-to-buy, pay as you go. No friction, no humans. It works because the price is the price. Negotiated buying is different. It’s still built for human judgment: AEs, discounting, approvals, private offers, deal desks. The infrastructure wasn’t designed for agents — it was designed for CFOs, RevOps, and AEs. That’s the bottleneck. The system fails when every quote is a special snowflake, where agents can’t determine a fair deal. Until pricing becomes structured, programmatic, and transparent, agentic buying can’t move upmarket. But the direction is inevitable. Once pricing becomes machine-readable, buying moves faster. CFOs standardize consistent price books. AEs shift to edge cases. Mid-market behaves like SMB. Enterprise starts to compress. Self-serve creeps upmarket. Slowly at first. Then all at once.

There’s a common misconception that price transparency sparks a race to the bottom. @figma proves otherwise. On @VendrHQ, their pricing looks like this: ✅ Standardized Pricing — consistent as quantity increases 🚫 No Discount Levers — negotiation won’t change the outcome They’re not slashing prices in response to competitive threats. They’re not hiding from transparency. They’re just winning. Not because they’re the cheapest — because they’ve built a world-class product that stands on its own. Transparency doesn’t erode value. It reveals it. If your product can’t defend its price, it’s either a commodity, or it’s just not good enough.

Prediction: AI agent pricing will follow the old SaaS playbook: More agents = lower price per agent. But here’s the catch: AI-native has a floor. Unlike traditional SaaS (with 80%+ gross margins), AI-native products carry real infra costs—GPU, inference, bandwidth. That means tighter margins and less room to discount, especially at scale. Take @Zendesk. @VendrHQ data shows the per-agent price drops as volume grows, but bottoms out above 1,000 agents — and doesn’t move from there. Even if buyers want steeper discounts, vendors can’t oblige. There’s a hard cost floor, and the pricing curve flattens fast. If this pattern holds, it changes how we think about price elasticity in the AI era.

Serious question: What happens when AI buyer agents hit ‘Contact Sales’? They bounce. And they won’t come back. You built GTM for human buyers. But the buyer is changing. Fast.

Fighting opaque pricing, one order form at a time, @VendrHQ

People hating on @11x_official's GTM motion are missing the point. I dug into @VendrHQ's data to better understand how they’re structuring their deals—and here’s what shows up: Grace Period Discount (spoiler: they use structured discounting to drive urgency and get signatures by a specific date) -15% discount if signed on or before XX -5% discount if signed between XX -No discount after XX Service Term (spoiler: they put their money where their mouth is—if the product doesn’t deliver, you can walk) -12-month term -3-month minimum with a break clause -To break, just send 1-week notice before the end of month 3 In the early days, you do whatever it takes to land the next customer. That often means flexing terms to make it a no-brainer. This isn’t an 11x thing—it’s just startup sales. If anything, these guys should be rewarded for creating a buyer-friendly, transparent agreement.