Brad Leeuwen

So when we onboard a customer, the first thing that we want to do is understand what software they've got, because you can't manage what you can't see.

So when our customers deploy our software, we get to see their entire software estate, whether they know they've got that software or not.

And what you can see here is that more than 60% of companies have at least 40% of their software being stuff that IT, finance didn't know that they had.

Sales and marketing teams are big offenders here.

And so the point of sharing this is our data that we use between Christmas and New Year didn't just talk about the official buying processes that exist in companies.

It actually used the reality of what was happening in our customers, in their businesses, and in the market.

SaaS is everywhere, right?

SaaS is everywhere in businesses.

I put this here mostly because I like this GIF.

But to get the point across that we have a lot of data, so 1,000 companies, 32 countries, in the last 12 months,

Our customers have purchased or renewed nearly three-quarters of a million software subscriptions.

If you're a SaaS company in this room, you sell software, chances are some or many of your customers use us to buy you.

Our customers buy from more than 5,000 vendors.

And every day, this provides us more than 2 million data points about the real-time state of the SaaS market.

So what do we do with all that data and what did we do with that data to figure out how we should change our sales strategy?

So for anyone who follows us on our newsletter or on LinkedIn, you'll see us share data like this all the time.

What this is is something we call the SaaS Buyer's Index.

And I'll quickly walk you through what this shows and then what we did about it.

The SaaS Buyer's Index asks a very simple question.

We look at one single company and we say, did they spend more on software this month than they did last month?