Dima Ivanouski

Fair point. Some level of self-serve readiness is required. You can't just drop SAP customers in the deep end. But many traditionally Enterprise-only products are moving this way now. Look at @salesforce with Starter as a clear example. The threshold for what "needs a human" keeps moving up. That's the real shift.

@d_ivanouski @saastr Self-serve enterprise works when the product is obvious enough to evaluate alone. Anthropic has that luxury. Most B2B SaaS doesn't, and dropping the human just means buyers churn in week two instead of closing.

Eleanor Dorfman, Head of Industries at Anthropic, at @saastr : "53% of Anthropic's Enterprise clients start self-serve. Enterprise plans shouldn't be gated by a human anymore." If Anthropic is selling enterprise without forcing a sales call, what excuse does the rest of B2B SaaS have? #SaaStr #B2BSaaS

Landed in SF. First stop: Stanford. Walked through the same campus that's launched roughly a third of the companies I admire. @saastr starts tomorrow. The whole industry will be in one building for 3 days. Good week to be in the Bay. #SaaStr #StartupFounder

Just got back from SaaSiest in Malmö. Three insights from a room of B2B SaaS operators: 1. AI bridges custom dev and SaaS. Custom outcome, SaaS economics. 2. AI doesn't replace experts. It replaces middle management. 3. "AI-safe" careers are now a real conversation. Worst case I can go back to being an anesthesiologist. 😄 #AISales #B2BSaaS

@Gartner_inc : by 2028, 90% of B2B buying will go through an AI agent on the buyer's side. Talked to half a dozen revenue leaders at SaaSiest about this. Same conclusion: your "Book a Demo" form has no idea what to do when the buyer on the other side isn't human anymore. #AISales #B2BSales

Heading to SF next week for @saastr AI Annual. 1000+ operators in one room, all figuring out how to actually run AI-native GTM in 2026. Going to learn, reconnect with old friends, and meet people shipping in production. Anyone else going? 🌉 #SaaStr #AISales

The "AI replaces your SDR team" pitch is dying. 50–70% of teams churn in 90 days. Sender reputation craters. Bain Capital just called it. Turns out automating outbound at scale was the wrong target. The opportunity was always the opposite direction. #AISales #B2BSales

Going to SaaSiest in Malmö next week. If you were attending and could only book 3 conversations from the 1000+ attendees - who would you prioritize and why?

Heading to Malmö next week for SaaSiest 2026. 1000+ B2B SaaS founders and operators in one place. Plus a Padel tournament the day before. Possibly more excited about that. 🎾 Anyone else going? #SaaSiest #B2BSaaS

SaaStr claims that 1.25 humans + 20 AI agents = 140% of last year's Q1 revenue. Everyone's quoting the humans stat. Nobody's talking about how it was built: not one AI platform, but 20 specialized agents glued together with Zapier. The "one AI SDR to rule them all" pitch was always wrong. #AISales #B2BSales

51% of B2B buyers now start research in ChatGPT. They arrive on your site pre-qualified, pre-shortlisted, warmer than any cold lead. And most companies greet them with a form from 2014. #B2BSales #AISales

I build inbound AI demos for a living. Still spent an evening in Barcelona learning how to do outbound better. Turns out you need both. #GTM #B2BSales

@dima_zakharou Yep, we also need to start thinking on business model like this

@d_ivanouski Really? 🤔 wow

HubSpot now charges $1 per qualified lead. Not per seat. Not per month. Per result. The whole AI pricing model just changed. The industry is finally admitting AI agents need to earn their keep. #AISales #GTM

A week in Barcelona tearing apart startup assumptions with 20+ founders. a set of assumptions about @Naoma_AI. Leaving with fewer of them. That's progress. Full story on LinkedIn 👆 #StartupFounder #AltaLab

Here's the Luma link to secure your spot: luma.com/fe8x5aac

One panel. Three outcomes: Shutdown. Exit. Active fundraising. Most startup events give you success stories or failure stories. This one gives you decisions. Warsaw, April 23. Invite-only. 50 people. Link in comments 👇 #StartupFounder #Warsaw

Day 4 at AltaLab bootcamp in Barcelona. Room full of founders tearing apart each other's assumptions. #StartupFounder #Barcelona

AI agents are getting better at sales. Buyers are getting better at ignoring salespeople. The gap between the two is where the real problem lives. #AISales #B2BSales

What's your midlife crisis? Mine is Padel. A year in and I'm not stopping. Some people buy a motorcycle. I bought a racket. Turns out recovery is part of the job. #Padel #StartupFounder #padel