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DTC Brands: Are you considering entering the wholesale channel? Avoid these common mistakes and protect your brand and your sanity:
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Matt Tessar
986 posts
Matt Tessar
@mtessar
Hands-On Management of over $500M in Sales on Amazon and Shopify | 15 Years of Data-Driven E-commerce | Software Developer and Music Nerd
Boulder, CO Katılım Eylül 2008
215 Takip Edilen441 Takipçiler
We are likely in nearing the end of the honeymoon period for vibe coded replacements for SaaS. Some people haven’t yet experienced the crippling unrecoverable data issues from poorly thought through vibe coded solutions yet for example.
I do think SaaS is be changing. I’m selecting SaaS solutions now that have good MCP tools and will likely leverage the backend functionality more than the UI with agents running more of the white collar labor workload in the future than humans.
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Everyone thinks SaaS is dead.
But I think we are about to find out how much is the “software” and how much is the “service”.
DocuSeal has been around since 2023 (and there are countless other cheap/free e-sig options) yet DocuSign still has $3B in revenue (up 8% YoY).
It shows there’s more to SaaS than just building the product.
Enterprise sales, distribution, adoption, user training, hosting/uptime, maintenance, patching, etc.
In fact, billion dollar businesses have been built selling software that was open source the entire time.
So it clearly takes more to kill a SaaS business than vibecoding a replica of its product.
It’s popular to say that only systems of record will survive and everything else will get commoditized to zero. But e-signature is about as commoditized as it gets, and has been for years. Yet DocuSign’s revenue keeps growing…
I don’t have the answers but the fate of SaaS is a very interesting question. I’m not sure the answer is as obvious as “SaaS is screwed because of AI”
Nav Toor@heynavtoor
DocuSign Personal: $10 to $15 per month. DocuSign Standard: $25 to $45 per user per month. DocuSign Business Pro: $40 to $65 per user per month. A 10-person team on Business Pro pays $4,800 to $7,800 a year. To put signatures on PDFs. A team of 50 pays $24,000 to $39,000 a year. And there is a 100-envelopes-per-year cap on most plans. Send more contracts and you pay extra. Need SMS delivery? $0.40 per send. Need ID verification? $2.50 per attempt. Need premium support? $5,000 to $50,000 per year add-on. You are rationing digital signatures in 2026. DocuSign is a $10 billion company built entirely on this pricing model. Now meet DocuSeal. A free and open source alternative to DocuSign. Created in 2023 by a Ruby developer named Alex who was simply trying to sign one document and realised every solution online was overpriced or required a subscription. Three weeks later he had a working alternative. He pushed it to GitHub under the AGPL-3.0 license. Today it has 11,800+ stars and over 1,000 forks. Bootstrapped. No VCs. No paywalls. Here is what DocuSeal does: - Upload any PDF and turn it into a fillable, signable form - Drag and drop signature fields, dates, checkboxes, file uploads, and 13 field types - Send to multiple signers with custom signing order - Automated email reminders - Mobile signing on any device - PDF signature verification built in - Audit trail for every document - Bulk send and templates - Full API access - Self-host with one Docker command Here is what DocuSeal costs: Zero. Forever. Unlimited documents. Unlimited signers. Unlimited storage. DocuSign limits envelopes. DocuSeal doesn't. DocuSign charges per SMS. DocuSeal doesn't. DocuSign charges for ID checks. DocuSeal doesn't. DocuSign sees your contracts on their servers. DocuSeal doesn't. Here is the wildest part: The median DocuSign contract per Vendr is $17,250 per year. One Reddit thread has people saying "they want me to pay $4.80 per e-signature." Self-host DocuSeal on a $5 cloud server and a 50-person team can sign as many contracts as they want without paying a single dollar. Your contracts never leave your server. Your client lists. Your NDAs. Your employment agreements. None of it touches a third-party company. For individuals who only sign a few contracts a year, you save $180. For small teams of 10, you save up to $7,800 a year. For a 50-person company, you save up to $39,000 a year. Your documents. Your signatures. Your server. 100% Open Source. (Link in the comments)
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Matt Tessar retweetledi
LTV : CAC should be quoted in contribution margin dollars, not revenue dollars
Insist on margin-based metrics
Josh Tejkl@jjtejkl
This slide from @BillDA is seared onto my brain.
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You may have heard from @Steve_Yegge that we've released Gas City 1.0! I thought I'd provide some additional details on Steve's excellent blog post.
sellsbrothers.com/announcing-gas…
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@jxnlco 1. Symlink between CLAUDE.md and AGENTS.md
2. MCP entries from .mcp.json
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@heyitsalexP @yojimmykim @UntAaron @CommerceRound @brock_mammoser @buffalofink @SarahLevinger @RytisLauris @maxwellcopy @xalyssajeanx @stevenborrelli It’s because we were all thinking about what you said and I personally didn’t have any brain space to formulate a question yet
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@yojimmykim @UntAaron @CommerceRound @brock_mammoser @buffalofink @SarahLevinger @RytisLauris @maxwellcopy @xalyssajeanx @stevenborrelli I am shocked, haha
because no one had any questions!
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The feedback from @CommerceRound Austin has been incredible.
Great way to start my Friday..
Scoring in at 5/5 so far, here's a few of the many testimonials we received:
- Honestly, the best conference I've been to. The whole event delivered value from start to finish. Talks were direct, focused, and immediately actionable, and the overall flow and vibe made it the perfect environment for learning.
- As a first-time ecommerce event attendee, I had a great experience at Commerce Roundtable. The venue and food were both excellent, but the biggest highlight was the networking. It was incredibly valuable to connect with other founders and operators in a setting that felt both high-quality and approachable. I left with new relationships, useful ideas, and a strong desire to come back again.
- Awesome event! Tons of value in person that you can’t get on a screen
- I love Commerce Roundtable. The quality of insights and connections is unmatched by any other event in our industry. I don't go to a lot of events, and this is one I don't miss.
- Amazing place, cool people, great food lots to learn.
- Loved the energy at CR. Got many solid takeaways and met a lot of great people who were genuinely open to helping and sharing their experience.
- Commerce Roundtable is hands down the best e-commerce event I've attended. The talks are super actionable, the founders in the room are doing real volume, and the energy is unlike anything else. Second time attending, won't be my last.
- I spent several years in e-commerce as a vendor, and then I spent the last year as a brand. I've seen all these different events. I've been to Shop Talks, GROW, Manifests and e-tails and Expo Wests. I learned more in two days of coming to this event and met more viable contacts than I have at any of these other events that I spent five to 10x to attend, really just such a valuable conference. I really think my brand is going to benefit because of it.
Big shout out to my partner @iamshackelford who leads the content and community for his relentless efforts to ensure we deliver the best event in DTC.
San Diego: Sept 21-22. 750+ people ON the water.
Tickets are now on sale...
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Tru Earth launched in plastic packaging. An environmentally focused company, shipping in plastic. We fixed it fast but that first version went out the door and it taught me something I still use.. your first version will contradict your own values in ways you won't see until customers point it out. Better to ship and course correct than wait for a version that never actually ships.
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@pamelafox TIL Elicitations existed in the MCP spec.
I need to find the other cool stuff is lurking in there!
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@mtessar Ah we could think of it that way, since yes you could build an MCP app to accomplish the same thing. But I'd argue that if all you need is a simple form, an elicitation would be more accessible, since it'd use the client-native UI.
(Also I think it's probably more supported?)
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Finally trying out form-mode elicitations in FastMCP today -
great way to get a confirmation from a user before taking an action.
FastMCP docs: gofastmcp.com/servers/elicit…
MCP spec: modelcontextprotocol.io/specification/…
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@lais_bsc @samuelcolvin @pydantic Thanks for adding skills support! I’m going to test swapping out my own pydantic ai harness for the official pydantic-harness.
I love it when I can delete my own code!
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@austriker27 Are you using conductor? That’s working well for me with automatic git worktrees. Add in gstack for fun
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After doing some serious agentic coding lately on ecomOS and developing some best practices and learning, its time to step it up and have multiple agents and branches going at once via Git worktree ⚡
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@KevinDHinton My kids are older now so I’m usually working by 7:30 so it’s a little easier to pull off
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@mtessar Can I just put up a sign that says "Not today thanks"?
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The weeks where I make the most progress are not the ones where I work the most hours. They are the ones where I protect the first two hours of the morning for the hardest problem. Everything else can wait for the afternoon. Guard your mornings if you want to move your business forward.
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I use the crap out of Claude code with Opus 4.6 and have yet to hit any kind of session limit. Thanks to @trq212 , @bcherny and the rest of the Anthropic team for keeping things going through the chaos!
Eric Rovner@ericrovner
Every day someone rage tweets at Anthropic about usage limits. Many times, it turns out to be self-inflicted. Shoutout to @trq212, @bcherny, and team for their patience and jumping on calls to help users diagnose these issues.
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@pamelafox It’s the best common denominator approach I’ve found so far. It’s nice for updates too
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I really like the "npx skills add" user experience - nice flow to add a skill from a GitHub repo, and it'll install either globally or in your project, for your preferred coding agents.
npmjs.com/package/skills
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@garrytan Perfection with MCP design is when you can’t take anything else away
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I changed my mind. MCP can be wonderful.
It just needs to be light and purpose-built and engineered instead of a shitty shim over your existing REST API
braai engineer@BraaiEngineer
@garrytan MCP was a very costly mistake, but useful as an adoption vector (for now). Should have repurposed gRPC. We could have saved 6-24 months. x.com/braaiengineer/…
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@samuelcolvin @chrisdare_ @pydantic Awesome. I’m guessing that numpy support was one of the 10k line PRs mentioned at PyAI.
Thanks for all the great stuff. I’m running my whole business on Pydantic AI and it’s amazing to see all the progress
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@mtessar @chrisdare_ @pydantic We have a pr for numpy support built-in, and demos of how to use duckdb and matplotlob their external function calls.
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New release of @pydantic Monty, including support for datetime and json modules.
We now support: sys, os, typing, asyncio, re, datetime, json
More coming soon, but monty is already incredibly powerful for agents.
github.com/pydantic/monty…
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@samuelcolvin @chrisdare_ @pydantic Thanks @samuelcolvin That was my gut thought. Most of my code running is analytical loads with pandas/numpy/matplot right now but I’ll try an experiment with prompts on the tools to clarify which tool to run and see how it does
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@mtessar @chrisdare_ @pydantic I haven't tried.
I heard others tried this, but they inferred which runtime to use based on the code, instead of giving the model the choice.
I suspect giving the choice would be hard to get right.
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@chrisdare_ @pydantic @samuelcolvin @chrisdare_ I am about to start experimenting with Monty and was wondering how well it co-existed with an e2b run_code method. Do your agents seem to be able to figure out which one to call when both are enabled?
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@samuelcolvin @pydantic I started using Monty last week as a for my agents’ programming sandbox running side by side with E2B. Makes so much sense and can’t wait to make it the man tool for my agents to write and execute code.
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Seems like there are new supply chain attacks daily.
Remind me why we think having users install a bunch of CLIs is good for enterprise agents?
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