05/10/2026
SaaS founders tell me their buyers have become more price sensitive. Usually the buyers haven't changed. The comparison has.
When someone can't explain in one sentence why you're different, they do the reasonable thing. They line you up against the options they already know. And once you're one of four similar-looking choices, price is the easiest way to pick.
A simple check: ask ten recent customers why they chose you instead of the alternative. If you hear the same reason a few times, build everything on it. If every answer is different, you've got a positioning problem.
