SaaS Sales Playbook Is Dead: Why Enterprise Buyers Are Ditching Multiyear Contracts

Over the past year, we’ve spoken with dozens of SaaS founders, GTM leaders, and buyers navigating a fundamental shift in how enterprise software gets sold and more critically, how it gets bought.

There’s a creeping recognition that the classic SaaS playbook is breaking down. Not because of poor execution, but because the environment has changed. Software buyers, even at the enterprise level, are no longer inclined to sign multiyear contracts for static feature sets. Why? Because they don’t believe that the product they’re evaluating…