What to Do If Your Business Decelerates
Джейсон Лемкин (SaaStr) разбирает, что делать, если B2B-бизнес замедляется — особенно в реалиях 2026 года, когда AI-native компании выходят на $100M ARR за 18 месяцев, публичные SaaS растут в среднем на 15% (против 30%+ в 2021), а 35% публичных софтверных компаний падают год к году. Автор называет четыре причины замедления: исчерпание рынка, конкуренция, слабая команда и устаревший продукт с ломающейся моделью ценообразования. Ключевые советы: смотреть на «выбросы» среди клиентов и топ-2–10 заказчиков как на индикатор будущих рынков; лично объезжать ключевых клиентов и инвестировать в Customer Success; быстро менять руководителей, не владеющих AI; переходить на еженедельные релизы и тестировать outcome-based pricing вместо посадочных лицензий. Главная скрытая метрика — net new customers, которую легко замаскировать апсейлами и расширениями. Лемкин приводит пример самого SaaStr, где переход с 12+ людей на 3 человека + 20+ AI-агентов перевёл рост с -19% до +47% YoY, и предупреждает: 15–18 месяцев замедления подряд в 2026 — это путь в число 400+ «единорогов» 2021 года без выхода и покупателя.
What to Do If Your Business Decelerates
by | Blog Posts, Growth, Leadership
A top B2B VC said to me back in the day: “Once a B2B business decelerates, it becomes almost hopeless. No one will buy you, fund you, or join you.”
That quote was true then. It’s only gotten more true in 2026.
The good thing about B2B is the revenue recurs. The bad news is it always has to be recurring by a materially higher absolute amount each quarter, each year. You can’t go from $4M ARR one year to just $5M ARR next and really get anywhere. You can’t go from $15M ARR one year and then only $20M ARR the next and beat the competition. If this is the best you can do, you’re on a slow and painful march to irrelevance and atrophy. It also probably shows you’ve sort of fallen out of product-market fit.
And here’s the 2026 wrinkle: the bar is much higher than it used to be. Cloud is so big now, and AI demand is so massive, that if you’re past $1M-$2M ARR with happy customers and you’re not growing at a decent clip, something is off. AI-native companies are crossing $100M ARR in under 18 months. Cursor, Lovable, Replit, Harvey, Sierra, Glean, all hit milestones that used to take 5-7 years in 18 months or less. Public B2B companies are averaging 15% growth, down from 30%+ at the 2021 peak. 35% of public software companies are actually declining year over year, the highest share since 2020. And $2.4T in public B2B market cap has vanished since the October 2025 peak. They’re calling it SaaSmageddon for a reason.
Meanwhile, AI-native companies are growing 200-400% with 130-200% NRR and $1M-$5M ARR per employee. Classic B2B is doing 60-120% growth at best, with 110-130% NRR and $200K-$300K ARR per employee. The bifurcation is real, and it’s brutal.
But deceleration happens to almost all of us. At least at some scale. At least for a few quarters. And the best of us, if the team is also the best, do find a way to fight back.
I wrote a piece some time ago, a personal favorite, about Our Year of Hell. When a bad hire at a key time, and some confusion on strategy, led us to our worst year ever on a Year-over-Year growth rate basis. More on that here.
So what do you do, if you decelerate? For me back in the day, the answer was a “simple” matter of bringing in a great VP of Sales. It cured our problems in 60 days. But why did it solve our problems? Because as rough as that year was, as terrible as it was, it turned out we still had the leads. People were still coming by to the Open House. They just weren’t buying at the prior rate.
That playbook still works. But in 2026, it works less reliably than it used to. Sometimes the issue isn’t the sales team. Sometimes the product fell behind, or the pricing model is breaking, or an AI-native competitor is eating the edges of your market. We’ll get to all of that.
And so what I learned, and what I’ve helped other founders with since, is that at least 8 times out of 10, if you decelerate post Initial Traction, if you act quickly enough, you can Reignite Growth. It’s still true in 2026. But you have to diagnose the right problem now. The wrong diagnosis will burn 12 months you don’t have.
Let’s analyze the four problems that cause deceleration today, and what you can do about them.
Problem #1: “I’ve tapped out my market.” Answer: Of course you have. Everyone has and does.
You think Salesforce, now routinely closing nine-figure deals across 5+ Cloud product lines, is really selling to the same SFA-for-SMBs market it started with? Of course not. Adobe Sign / EchoSign started with a freemium model but went upmarket. Box turned into the enterprise content management of choice for the CIO’s office. It sure didn’t start there. Everyone has to redefine their markets.
In 2026, this is even more important. Because AI is reshaping what your customers actually want to buy. Headcount is flat or shrinking at most B2B buyers. Net-new spend is flowing to AI agents, AI workflows, and AI copilots, not to expanding seats on existing platforms. If you’re a system of record without an AI layer on top, that net-new spend is flowing around you, not through you. You’ll get your renewal. You won’t get the growth.
How do you redefine your market?
Problem #2: “The Competition is Killing Us.” Of course it is. At least sometimes.
That’s competition. Most B2B markets aren’t natural monopolies. They’re natural oligopolies. And in oligopolies, we see brutal competition on just about everything except sometimes pricing. (More on why here.)
But in 2026, the competition probably isn’t who you think it is. It’s not the player you’ve been benchmarking against for five years. It’s the AI-native upstart that didn’t exist 18 months ago, doing 200% YoY growth, with 1/10th your headcount and a fundamentally different pricing model. They’re not winning on features. They’re winning on velocity, on AI-native architecture, and on pricing that aligns with customer outcomes instead of seat counts.
What do you do when the competition really is killing you, more than last year?
Problem #3: “My Team Isn’t Good Enough and I Can’t Attract the Great Ones.”
Yes, this is a real problem. And boo-hoo you aren’t AI-native cool.
Time to suck it up and spend at least 25% of your time scouring the earth for great hires. Look, there is someone out there better than your suboptimal VP of Sales / VP of Marketing / VP of Engineering / VP of Whatever, and they actually do need a job. If you’re accelerating, take your time on these hires. But if you’re decelerating, any upgrade will make a difference. Make one. Deceleration is the time when “a Good Plan Today is Better than a Perfect Plan Tomorrow” is especially true in hiring. If your VP of Engineering doesn’t want to build features for your big customers, or can’t hire, just find someone 50% better. That’s enough. Make the hire on the spot. Give them whatever it takes. Equity, cash, doesn’t matter. You have to reignite growth. (And if your VP isn’t working out, you’ll know in 30 days.)
In 2026, there’s a second question to ask: are your senior leaders AI-fluent? Not “do they use ChatGPT.” Are they redesigning their functions around AI agents? At SaaStr, we went from 12+ humans to 3 humans + 20+ AI agents. Revenue went from -19% to +47% YoY. That didn’t happen because we found smarter humans. It happened because the humans we kept are the ones who would build, deploy, and manage agents. If your VP of Marketing isn’t deploying AI in the marketing stack, they’re already two years behind. If your VP of Customer Success doesn’t have an AI agent answering tickets, they’re a renewal manager, not a CS leader. The bar moved.
Problem #4 (New for 2026): “Your Product Got Stale and Your Pricing Model is Breaking.”
This one didn’t exist on the original list, because it didn’t really exist as a problem in the same way. Products used to be the constant in the B2B growth equation. You’d ship a major release every 12 to 24 months. The core experience barely moved. So when growth slowed, the answer was almost always sales execution.
That world is gone.
Products now go stale in months, not years. Claude is roughly 100x more capable than it was 18 months ago. If you’re building on AI infrastructure, your product can go from cutting-edge to outdated in a single quarter. And even if you’re not “an AI product,” your competitors probably are. They’re shipping faster, adding agentic capabilities, rethinking entire workflows. A 6-month release cycle in 2026 is a death sentence.
Here’s how to diagnose if this is your problem:
And here’s the metric founders mask hardest when this is the problem: net new customers. Not ARR. Not NRR. Net new logos. You can cover up a slowdown in net new customers with price increases, new tiers, premium editions, and expansion from existing accounts. The revenue line holds. The board doesn’t panic. But underneath, the engine is dying. If your net new customer count has been flat or down for two straight quarters, your product or your pricing is the problem, not your sales team.
What to do:
The hardest pill: if your product fell behind while the market sprinted, no new VP of Sales will save you. They’ll just hit the same wall faster and more professionally.
You Can Reignite Growth. But You Have To Move Now.
Deceleration happens to almost all of us.
The key is to Act Now.
Make the one great hire. Focus on your relative competitive advantages and double down. Find future growth through your outliers. Ship the AI layer. Test the new pricing model. Visit your top 10 customers in person this quarter. Start today. Don’t screw around.
What won’t work is Inaction. There is no place for Ostrich behavior in B2B in 2026. Get off X. Get off this blog. And do something right now, today, that can help at least a smidge. As horrible as it is, you can survive a few quarters of deceleration. You can rebound, as long as the leads are there, as long as the prospects at least come by, even if they don’t buy.
But if you decelerate for 15-18 months straight in 2026, you’ll be more than dead in the water. You’ll be one of the 400+ B2B unicorns from the 2021 vintage that has no exit, no buyer, and no path. The cost of waiting has never been higher.
Move now.
image from here
5 Comments
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First of all.. great post!. Very Tough Love kind of.. but really useful. Thanks for taking the time to write this down.
A slightly tangential question. We all talk about our existing customer and finding customers that ‘look’ like our best customers. However, how do you define best customer? If you had to construct a customer index, how would you construct that index. What factors and how would you rate those factors? Things like Level of Usage, number of seats, support demands, etc..
We love all our children. But your “best” customers are your largest customers. Especially if they can buy even more.
Words of wisdom. Even though we’re not decelerating, this is a great list of things to evaluate in our business as we prep for a bigger and better 2015. Thanks Jason!
Awesome post, Jason.