Consolidation szn (The race is on...)
6 sales tech unicorns chasing after the elusive "one-stop-shop"
Hey y’all,
I’m spending more and more of my time thinking about the current landscape of GTM technology. And more broadly, what it takes to build a true “modern” go-to-market engine.
I’ll be sharing more of my thoughts on this forum. So if you’re into this weird, niche little world of B2B SaaS GTM, please subscribe and share with a friend or two.
After putting up this post this week, I got a lot of messages asking me more questions on the topic. So I figured I’d expand a bit more on my thinking.
But first, here is the original post:
I don’t think there is anything controversial in this post.
But, I do think people are underestimating the second-order consequences of this new reality are worth digging into.
The majority of the value will accrue to the 2-3 top players by the end of this decade. In other words, there won’t be six companies doing $1B+ in annual revenue. There will be 2-3 doing $10B and the other four will be doing under $100M.
Customers of these platforms will be happier. RevOps will have less work to do around stitching tools together.
AI will be able to go deeper if there are underlying workflows enabled because of an end-to-end solution (Zoominfo, Apollo and Clay are positioned best here).
Point-solutions will have a tough time finding their footing, as the historical playbook of “be focused, build a point solution, expand out past your wedge over time” will not hold up in this new (consolidated) world.
I’m excited to keep following along and see how the space unfolds.