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Interview, Fireside Chat

How Recessions Affect SaaS Sales

20VC with Harry StebbingsHenry Schuck, Harry Stebbings
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  • The economic environment and sales cycle elongation are expected to normalize in the back half of 2023, with the process anticipated to begin no earlier than mid-2023.
  • User seat reductions, specifically the removal of unused licenses such as cutting five seats from a twenty-five, are likely to occur in the upcoming year due to heightened usage scrutiny.
  • A tight labor market for software salespeople will persist, facilitating quick transitions for laid-off workers into other sales roles within the sector.
  • The selling environment is projected to improve by December 2023 compared to the current period, driven by normalized decision-making and the end of panic-induced actions.