What You’ll Learn: five items covering the three pieces in the issue:

• the AI and GTM cost article
• the EBITDA case for PE investors
• pipeline from business evolution signals
• response time and Headway Selling
• the 2026 State of SaaS Pricing Report

Numbers At-a-Glance:

• $88M: the GTM spend gap at $400M ARR (55% vs. 33% sales and marketing spend).
• 4x and 7.4x: more opportunities and larger deals for signal-driven teams.
• 82%: share of closed expansion deals that came from three signal types.
• 42% vs. 21%: growth-target attainment for dedicated pricing teams vs. committees.