The homepage of the internet is changing for the first time in 20 years. Google Search is out, LLMs like ChatGPT and Gemini are in. 

“This is an amazing opportunity,” Nathan Latka, CEO of Founderpath and GetLatka, told SaaStock USA. “But if you’re not popping up on these LLMs, I don't think you exist and most of the world may never know about you - even if you have the best product.”

For Nathan, AI is driving three major trends in SaaS. 

1. Tiny teams can now earn giant revenue.
2. Anyone can now build a software company.
3. Distribution is more important than product.

To take advantage of these trends, you need to think deeply about your pricing, team, and distribution. Here’s nine examples to follow.

Pricing

1. Clay - Discounting

Clay, the GTM data tool, has three pricing plans (Starter, Explorer and Pro) and nine tiers within those plans. Clay offers a whopping 54% discount to upgrade plans (Starter to Explorer and Explorer and Pro) compared to just 11% discount to upgrade tiers within plans. The result? They’re driving incredible NRR by selling cheaper bulk credits on the higher fixed plans.

2. Capacity - Outcome based pricing

Seat based pricing is dead. You want as many seats on your platform, driving as much usage as possible, with usage volume then generating income. For instance, Capacity, the AI-powered support platform, has 19K customers and 1.5M users, but bases its pricing on its 36B automated support ticket resolutions - leading to $60M+ ARR. What’s the outcome you could price against?

3. OpenArt - Action-based pricing

OpenArt allows users to generate and edit images and videos. It grew from $800K to $8M ARR with a team of eight in just 10 months thanks to action-based pricing (each video or image generation costs credits). As its revenue is directly correlated to the number of videos and images created, the only goal for the marketing and product team is to drive as much usage as possible.

Team

4. Seats.aero - LLM focused SEO

Seats.aero, a tool that enables business travelers to quickly find luxury deals, has 400,000 monthly average users and generates $8M ARR with just one full-time employee. By clustering lots of long-tail keywords, such as ‘what luxury seats are left on the Delta flight to Miami on Friday at 10PM,’ its results are picked up by LLMs as that’s what customers are searching for. In short: it gets loads of traffic with minimal team spend.

5. Submagic - Affiliate programme

Submagic generates short-form videos for B2B SaaS. It also generated $8M ARR with just 14 FTEs by selling through affiliates instead of hiring a sales team. Submagic’s trick is its high-performing affiliate page, which shows:

• The why: Earn money for life (with monthly payments).
• The how: Resources to become an affiliate.
• The proof: Affiliates that have received almost $2M in payouts.

6. Arcads - AI agents

Arcads uses AI to create video ads. It also uses AI agents for the bulk of its GTM motion, including: 

• Customer Support Agent: Checks internal knowledge, connects to ChatGPT to answer questions and sends the remaining 20% to a human CSM.
• Head of HR Agent: Scrapes X (Twitter) followers, reads bios and latest posts, sends auto DMs to suitable candidates with X API. 
• Google Ads Agent: Generates new keywords, creates landing pages for keywords using Claude and auto suggests bids for Google ads. 
• Sales Agent: Scrapes new sign-ups in HubSpot, collects data online and sends LinkedIn messages to top leads.

The result? Arcads reached $5M ARR with a team of five.

Distribution

7. Tally - ChatGPT leads

Tally is a free form builder similar to Typeform and Jotform. But unlike these two giants, Tally bootstrapped its way to $2M ARR (now $3M+) with just five people thanks to thousands of ChatGPT leads. By using semantic keyword clusters that ChatGPT likes, such as ‘free form tool for construction workers in Kentucky,’ it outranked Jotform, Typeform and even HubSpot. To do the same, you need to:

• Focus on traditional SEO and get a domain rating above 50.
• Create thousands of landing pages with keyword clusters your users search for.
• Wait 60-90 days for the next LLM update (LLMs only index once, not in real-time).

8. GetLatka - Content distribution

GetLatka built its SaaS database from 3,000+ CEO/Founder interviews, turning the audio clips into hard data points and a wide-range of content. To maximise traction, GetLatka follows three rules:

• Nail the raw material (i.e. podcast episode).
• Do it lots of times.
• Structure it in a way people can find it. 

From LinkedIn and blog posts to webinars and YouTube videos, GetLatka turns the initial raw material into a huge network of content (Nathan calls this ‘selling the whole cow’), which then attracts eyes everywhere (i.e. 100K+ YouTube views and 30K books sold). Are you selling the whole cow of your content?

9. Carrd - Viral landing pages

Ever seen a webpage that says: ‘made with Carrd’? Well, Carrd is building an empire with that one button. By enabling users to create a one-page landing page for free (with a ‘made with Carrd’ button), Carrd’s domain rating has gone through the roof with thousands of backlinks and free virality. This has led to $2M revenue with a one-person team.

Catch Nathan at SaaStock Europe

AI is constantly changing the SaaS landscape. If you’re not already experimenting with AI tools to grow your business, you’re going to be left behind by competitors who are.  

From sales and marketing to finance and revenue, hear more from Nathan and find out how your SaaS peers are riding the AI wave at SaaStock Europe on 14-15 October. Get your tickets here.

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