{"id":294891,"date":"2023-11-17T08:21:07","date_gmt":"2023-11-17T16:21:07","guid":{"rendered":"https:\/\/www.saastr.com\/?p=294891"},"modified":"2023-11-28T09:46:53","modified_gmt":"2023-11-28T17:46:53","slug":"who-will-win-the-gtm-ai-race-with-stage-2-capital-co-founder-and-managing-director-mark-roberge","status":"publish","type":"post","link":"https:\/\/www.saastr.com\/who-will-win-the-gtm-ai-race-with-stage-2-capital-co-founder-and-managing-director-mark-roberge\/","title":{"rendered":"Who Will Win the GTM AI Race \u2014 Startups vs. Incumbents? With Stage 2 Capital Co-founder and Managing Director Mark Roberge"},"content":{"rendered":"<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">We\u2019re on the brink of one of the biggest technological advancements of our lifetime \u2014 AI. For the first time in twenty years, we have a blank canvas, complete artistic freedom to reimagine <\/span><i><span style=\"font-weight: 400;\">everything <\/span><\/i><span style=\"font-weight: 400;\">in B2B software.\u00a0<\/span><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">At this year\u2019s SaaStr Annual, Mark Roberge, co-founder and Managing Director of Stage 2 Capital, takes the stage to have a bake-off between startups and incumbents when it comes to who will win the AI Go-to-Market race.\u00a0<\/span><\/p>\n<p><iframe title=\"Who Will Win the Go-To-Market AI Race? with Stage 2 Capital Co-founder Mark Roberge\" width=\"1080\" height=\"608\" data-src=\"https:\/\/www.youtube.com\/embed\/xjiQCB8Ugao?feature=oembed\"  allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" class=\"lazyload\" data-load-mode=\"1\"><\/iframe><\/p>\n<p><iframe title=\"Spotify Embed: SaaStr 703: Who Will Win the Go-to-Market AI Race \u2014 Startups or Incumbents? with Stage 2 Capital&amp;apos;s Managing Director and Co-Founder\u00a0Mark Roberge\" style=\"border-radius: 12px\" width=\"100%\" height=\"152\" frameborder=\"0\" allowfullscreen allow=\"autoplay; clipboard-write; encrypted-media; fullscreen; picture-in-picture\" data-src=\"https:\/\/open.spotify.com\/embed\/episode\/2uGdghSy9QtxrKKks64thA?si=d19813bd6a4a40c0&#038;utm_source=oembed\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" class=\"lazyload\" data-load-mode=\"1\"><\/iframe><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The question entrepreneurs and founders need to ask themselves is\u2026<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">Is Your Company Still Relevant In A Post-AI World?\u00a0<\/span><\/h2>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">It\u2019s an exciting time to be a visionary, and that\u2019s a founder&#8217;s job. As a visionary, you have to think about what a post-AI world looks like 5-10 years from now and imagine what the use case you\u2019re solving for now looks like in that world.\u00a0<\/span><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Otherwise, you\u2019re facing irrelevance.\u00a0<\/span><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">We\u2019re also potentially in a hype cycle. There is a close parallel between how the internet disrupted society and software and how AI will, too. If the internet rolled out in 1997, then our current hype cycle is what it was like in 1998.\u00a0<\/span><\/p>\n<p><img data-recalc-dims=\"1\" decoding=\"async\" class=\"size-medium wp-image-294905 aligncenter lazyload\" data-src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2023\/11\/Screenshot-2023-11-17-at-8.10.26-AM.png?resize=600%2C334&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"600\" height=\"334\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 600px; --smush-placeholder-aspect-ratio: 600\/334;\" \/><noscript><img data-recalc-dims=\"1\" decoding=\"async\" class=\"size-medium wp-image-294905 aligncenter\" src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2023\/11\/Screenshot-2023-11-17-at-8.10.26-AM.png?resize=600%2C334&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"600\" height=\"334\" \/><\/noscript><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">It was the new economy, and all the Goldman Sachs and McKinsey people quit their jobs, becoming CEOs of disruptor businesses with iterative ideas like putting the news or company brochures online. No one could see Snowflake or Uber yet, and society wasn\u2019t ready either.\u00a0<\/span><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The early adopters didn\u2019t win either. Look at AOL and Netscape for the internet. Those companies are gone. We\u2019re seeing similar early signals today with crazy valuations and iterative technologies, and embedding AI into workflows today isn\u2019t disruption.\u00a0<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">An AI Strategy that Doesn\u2019t Die in the Hype Cycle<\/span><\/h2>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">You have to think big about your vision. You don\u2019t want an AI strategy that\u2019s really just an iteration that will die in the hype cycle. But how do you achieve true disruption that sustains the next few decades?\u00a0<\/span><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The Innovator\u2019s Dilemma.\u00a0<\/span><\/p>\n<p><img data-recalc-dims=\"1\" decoding=\"async\" class=\"size-medium wp-image-294906 aligncenter lazyload\" data-src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2023\/11\/Screenshot-2023-11-17-at-8.11.21-AM.png?resize=600%2C343&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"600\" height=\"343\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 600px; --smush-placeholder-aspect-ratio: 600\/343;\" \/><noscript><img data-recalc-dims=\"1\" decoding=\"async\" class=\"size-medium wp-image-294906 aligncenter\" src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2023\/11\/Screenshot-2023-11-17-at-8.11.21-AM.png?resize=600%2C343&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"600\" height=\"343\" \/><\/noscript><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The Innovator\u2019s Dilemma is the long-time work of Clayton Christensen, a Professor at Harvard Business School. He proved that the innovator\u2019s dilemma causes big companies to get disrupted.\u00a0<\/span><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The premise is that big companies ride the iterative disruptive wave and get so big that they have to sell big products for big profits. Then, along comes a new disruptive technology that doesn\u2019t represent a big market, and these big companies ignore them because they\u2019re too small or will disrupt their business.\u00a0<\/span><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">So, consider what the innovator\u2019s dilemma is today as you rethink your startup in an AI-first world in a hyper cycle.\u00a0<\/span><\/p>\n<p style=\"font-weight: 400;\"><i><span style=\"font-weight: 400;\">How do you not get hyped and make it through the hype cycle?\u00a0<\/span><\/i><\/p>\n<h2><span style=\"font-weight: 400;\">Design Big But Start Small<\/span><\/h2>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">You go to the mountain and rethink your business in a post-AI world. That\u2019s hard to do, especially being in a hype cycle. So, you have to think bigger than you actually are. But if you come up with a big vision and figure out a true displacement business model for ten years from now, the market won\u2019t be ready for it.\u00a0<\/span><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">You will have no customers. If you work on what you\u2019re doing now, it gets disrupted in 10 years. If you focus on ten years ahead, you won\u2019t have any customers now. It\u2019s a conundrum.\u00a0<\/span><\/p>\n<p><img data-recalc-dims=\"1\" decoding=\"async\" class=\"size-medium wp-image-294907 aligncenter lazyload\" data-src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2023\/11\/Screenshot-2023-11-17-at-8.12.17-AM.png?resize=600%2C338&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"600\" height=\"338\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 600px; --smush-placeholder-aspect-ratio: 600\/338;\" \/><noscript><img data-recalc-dims=\"1\" decoding=\"async\" class=\"size-medium wp-image-294907 aligncenter\" src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2023\/11\/Screenshot-2023-11-17-at-8.12.17-AM.png?resize=600%2C338&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"600\" height=\"338\" \/><\/noscript><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The key is to design big but start small. You don\u2019t have to solve for a huge market right out of the gate. Build the MVP to get you to $10M. Then, test it and scale it for a couple of years. Take another three years to test the next market or product and get to $50M.\u00a0<\/span><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The ideas you have today are going to get disrupted. You need the big idea the market isn\u2019t ready for today, and then you start small on your way towards it, waiting for the market to become ready.\u00a0<\/span><\/p>\n<p><img data-recalc-dims=\"1\" decoding=\"async\" class=\"wp-image-294908 aligncenter lazyload\" data-src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2023\/11\/Screenshot-2023-11-17-at-8.12.45-AM.png?resize=602%2C339&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"602\" height=\"339\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 602px; --smush-placeholder-aspect-ratio: 602\/339;\" \/><noscript><img data-recalc-dims=\"1\" decoding=\"async\" class=\" wp-image-294908 aligncenter\" src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2023\/11\/Screenshot-2023-11-17-at-8.12.45-AM.png?resize=602%2C339&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"602\" height=\"339\" \/><\/noscript><\/p>\n<h3><span style=\"font-weight: 400;\">Jeff Bezos Didn\u2019t Set Out To Sell Books<\/span><\/h3>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Jeff Bezos didn\u2019t set out to be a book salesman, but that was the first product. He saw the internet was crazy and knew all commerce would be disrupted. He knew people would order everything from clothes to food online, and he wanted to be the one selling it.\u00a0<\/span><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">But he didn\u2019t start out selling everything. He made a list of 50 things to sell, and books were first because they had high margins and millions of titles, and it was a low-risk online purchase for people who didn\u2019t trust putting a credit card in or buying clothing without trying them on first.\u00a0<\/span><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">He created a moat for a long-term vision and spent years selling books. This all helped with operational rigor. All the warehouses and delivery mechanisms were being iterated, and Wal-Mart couldn\u2019t catch up.\u00a0<\/span><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Steve Jobs did the same thing. He had the vision but started with music. Which just so happened to be the number two item on Bezos&#8217;s list.\u00a0<\/span><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Some of the most valuable companies in the world started with the advent of huge technological disruption. That\u2019s the opportunity ahead of us.\u00a0<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">Startups vs. Incumbents<\/span><\/h2>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">To beat out incumbents, you need good data. Data acquisition will become an important function within the business development domain. When choosing an opening beachhead unique to AI, choose use cases where big company incumbents don\u2019t have the data.\u00a0<\/span><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">It\u2019ll stack the deck in your favor.\u00a0<\/span><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What about talent?<\/span><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Tremendous research shows that top engineering talent prefers startups over big companies. They don\u2019t care as much about maximizing their salary income. They care about working on cool technology with little red tape to deploy it.\u00a0<\/span><\/p>\n<p><img data-recalc-dims=\"1\" decoding=\"async\" class=\"size-medium wp-image-294909 aligncenter lazyload\" data-src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2023\/11\/Screenshot-2023-11-17-at-8.14.42-AM.png?resize=600%2C334&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"600\" height=\"334\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 600px; --smush-placeholder-aspect-ratio: 600\/334;\" \/><noscript><img data-recalc-dims=\"1\" decoding=\"async\" class=\"size-medium wp-image-294909 aligncenter\" src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2023\/11\/Screenshot-2023-11-17-at-8.14.42-AM.png?resize=600%2C334&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"600\" height=\"334\" \/><\/noscript><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">This happens at startups and not big companies. So, who wins? Big companies with all the data and mediocre AI tech talent, or startups with the best AI tech talent and less data?\u00a0<\/span><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Many believe the startups would win because of diminishing returns. And there are plenty of ways to acquire more data when you aren\u2019t a big company.\u00a0<\/span><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">So, you have to think bigger, go to the mountain, and understand that we\u2019re in a hype curve, but the market isn\u2019t ready for the big idea. Now, you have this beachhead where the incumbent doesn\u2019t have the data, and you can create a moat around that data you have access to.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Time Is The Startup&#8217;s Competitive Advantage<\/span><\/h3>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Stage 2 Capital ran an experiment where they discovered that many companies liked the current GTM AI tech coming out but couldn\u2019t use it because security teams didn\u2019t know how to deal with it. They were going to wait.\u00a0<\/span><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">This is good news for startups because it means the incumbents will wait. Big companies with billion-dollar marketing budgets, 10k employees, and 20 years of engineering development drive aircraft carriers. They take so much energy to turn just 5 degrees.\u00a0<\/span><\/p>\n<p><img data-recalc-dims=\"1\" decoding=\"async\" class=\"size-medium wp-image-294910 aligncenter lazyload\" data-src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2023\/11\/Screenshot-2023-11-17-at-8.16.43-AM.png?resize=600%2C336&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"600\" height=\"336\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 600px; --smush-placeholder-aspect-ratio: 600\/336;\" \/><noscript><img data-recalc-dims=\"1\" decoding=\"async\" class=\"size-medium wp-image-294910 aligncenter\" src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2023\/11\/Screenshot-2023-11-17-at-8.16.43-AM.png?resize=600%2C336&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"600\" height=\"336\" \/><\/noscript><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Startups are piloting F15 fighter jets that turn on a dime during the biggest technological advancement in our lifetime.\u00a0<\/span><\/p>\n<p style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Entrepreneurship is hard, but you have a competitive advantage if you\u2026<\/span><\/p>\n<ul style=\"font-weight: 400;\">\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Reimagine your company in a post-AI world.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Distinguish between hype and disruption.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Pursue a big vision.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Know the market isn\u2019t ready\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Sequence your product development.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">And target the market accordingly.\u00a0<\/span><\/li>\n<\/ul>\n<h3><span style=\"font-weight: 400;\">Key Takeaways<\/span><\/h3>\n<ol>\n<li><strong>The emergence of AI as a Major Technological Shift<\/strong>: AI is viewed as a significant technological advancement, offering a chance to completely reimagine B2B software.<\/li>\n<li><strong>Relevance in a Post-AI World<\/strong>: Companies, especially startups, need to assess their relevance in a future dominated by AI. This involves envisioning the future landscape 5-10 years ahead and adapting their solutions to fit into that scenario.<\/li>\n<li><strong>Risk of Irrelevance and Hype Cycle<\/strong>: The current period might be akin to a &#8220;hype cycle,&#8221; similar to the early days of the internet. Companies should be cautious of becoming irrelevant or getting lost in the hype.<\/li>\n<li><strong>Innovator\u2019s Dilemma<\/strong>: The concept, introduced by Clayton Christensen, highlights the challenge big companies face in adapting to disruptive technologies. Startups need to understand this dilemma and position themselves accordingly in an AI-first world.<\/li>\n<li><strong>Strategy for AI Integration<\/strong>: The goal is to develop a visionary AI strategy that avoids being a mere iteration and survives beyond the hype cycle. This involves balancing long-term vision with immediate practical steps.<\/li>\n<li><strong>Start Small, Plan Big<\/strong>: Companies should aim for grand visions but start with small, manageable projects. This approach helps in building towards a bigger goal while staying relevant in the current market.<\/li>\n<li><strong>Examples of Successful Strategies<\/strong>: Jeff Bezos with Amazon and Steve Jobs with Apple are cited as examples of starting with focused, small-scale projects (books and music, respectively) while keeping a larger vision in mind.<\/li>\n<li><strong>Startups vs. Incumbents<\/strong>: Startups might have an edge over incumbents due to their agility, access to top AI talent, and ability to innovate rapidly. The challenge for startups is to acquire and leverage data effectively.<\/li>\n<li><strong>Advantage of Time for Startups<\/strong>: Startups, being more agile and adaptable, can navigate the AI-driven landscape more quickly compared to larger, more established companies.<\/li>\n<li><strong>Reimagining Business Models<\/strong>: Entrepreneurs are encouraged to reimagine their companies in a post-AI world, distinguishing between mere hype and true disruption, and strategically sequencing their product development.<\/li>\n<\/ol>\n<p><iframe title=\"Spotify Embed: SaaStr 703: Who Will Win the Go-to-Market AI Race \u2014 Startups or Incumbents? with Stage 2 Capital&amp;apos;s Managing Director and Co-Founder\u00a0Mark Roberge\" style=\"border-radius: 12px\" width=\"100%\" height=\"152\" frameborder=\"0\" allowfullscreen allow=\"autoplay; clipboard-write; encrypted-media; fullscreen; picture-in-picture\" data-src=\"https:\/\/open.spotify.com\/embed\/episode\/2uGdghSy9QtxrKKks64thA?si=d19813bd6a4a40c0&#038;utm_source=oembed\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" class=\"lazyload\" data-load-mode=\"1\"><\/iframe><\/p>\n<p><iframe title=\"Who Will Win the Go-To-Market AI Race? with Stage 2 Capital Co-founder Mark Roberge\" width=\"1080\" height=\"608\" data-src=\"https:\/\/www.youtube.com\/embed\/xjiQCB8Ugao?feature=oembed\"  allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" class=\"lazyload\" data-load-mode=\"1\"><\/iframe><\/p>\n","protected":false},"excerpt":{"rendered":"<p>As AI continues to reshape the way businesses operate, it has become a critical differentiator in gaining a competitive edge. Stage 2 Capital Co-founder and Managing Director Mark Roberge dissects the advantages and challenges faced by both startups and incumbents in leveraging AI for Go-to-Market strategies. Uncover the unique capabilities that startups bring to the table and how they disrupt established players with their agility, innovation, and ability to adapt to changing market dynamics.<\/p>\n","protected":false},"author":13,"featured_media":294904,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","om_disable_all_campaigns":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"_wpscp_schedule_draft_date":"","_wpscp_schedule_republish_date":"","_wpscppro_advance_schedule":false,"_wpscppro_advance_schedule_date":"","_wpscppro_custom_social_share_image":0,"_facebook_share_type":"","_twitter_share_type":"","_linkedin_share_type":"","_pinterest_share_type":"","_linkedin_share_type_page":"","_instagram_share_type":"","_medium_share_type":"","_threads_share_type":"","_selected_social_profile":[]},"categories":[24898,31,123,122,21,20],"tags":[],"class_list":["post-294891","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-ai","category-blog-posts","category-featured-podcasts","category-featured-videos","category-podcasts","category-videos"],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2023\/11\/3PlazaStageC_23-Saastr-0021-0547-scaled.jpg?fit=1000%2C667&quality=70&ssl=1","jetpack_shortlink":"https:\/\/wp.me\/p5oib2-1eIj","jetpack_sharing_enabled":true,"fifu_image_url":"https:\/\/www.saastr.com\/wp-content\/uploads\/2023\/11\/Screenshot-2023-11-17-at-8.10.26-AM-600x334.png","_links":{"self":[{"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/posts\/294891","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/users\/13"}],"replies":[{"embeddable":true,"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/comments?post=294891"}],"version-history":[{"count":0,"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/posts\/294891\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/media\/294904"}],"wp:attachment":[{"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/media?parent=294891"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/categories?post=294891"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/tags?post=294891"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}