Industry - Software & AI

's Commitment to Creating Value

SaaS providers and AI companies must balance growth and profitability in a market where raising capital is more expensive and where better-informed buyers no longer tolerate a haphazard approach. Success is no longer determined solely by customer acquisition; it also depends on expansion, retention, and the efficiency of the revenue engine.

Success hinges on a structured approach: reading the real signals from the market, aligning product, sales, and marketing, and building a growth engine capable of sustaining a long-term ARR trajectory.

The Challenges of SaaS and AI

Overestimated AI Readiness

Most AI teams overestimate their AI maturity by several levels, which skews their go-to-market decisions.

Lengthening sales cycles

Buyers are more cautious and better informed, and they demand more evidence before making a commitment.

Retention and Expansion Under Pressure

Churn and insufficient expansion are weighing on net revenue growth (NRR).

Revenue Operations with Little Structure

Data scattered across different tools prevents reliable management of growth.

Our Support

Go-to-Market Audit

Assess your organization's GTM and AI maturity to identify priority growth drivers.

100-Day Acceleration Plan

Quickly implement the initiatives that have the greatest impact on customer acquisition and growth.

Growth Engineering & RevOps

Structure data and systems to turn information into reliable decisions.

Preparing for Scale-Up

Strengthen your business foundation to support your next phase of growth or fundraising.

Market Dynamics in SaaS and AI

70% of B2B revenue teams overestimate their AI maturity by at least two levels.
In a market where capital is more expensive, the highest valuations reward effective and predictable growth, driven by reliable signals rather than intuition. But turning data into concrete decisions remains a real challenge.

58%

ARR growth below targets

SaaS providers are struggling to maintain double-digit growth despite sustained investments in go-to-market strategies.

21%

Longer sales cycles

Sales cycles are getting longer, as buyers are conducting more due diligence before making a commitment.

45%

NRR Below Expectations

Less than half of publishers achieve sufficient net retention to fund their future growth.

80%

A Lack of Alignment Between Sales, Marketing, and Product

Four out of five Growth executives consider team misalignment to be the main obstacle to ARR growth.

Our Solutions for SaaS & AI

Elaya helps you turn your product into a predictable growth engine. We identify and activate the highest-impact GTM levers to accelerate ARR, improve net retention, and lay the foundation for sustainable, scalable growth.

Go-to-Market & Product Audit

Assess the maturity of your growth engine and identify your blind spots before they slow down your ARR.

Assessing Product-Market Fit

Benchmark of GTM and AI Capabilities

Mapping the Buyer's Journey

Identifying Barriers to Growth

Growth in 100 Days

Quickly activate the growth drivers that have the greatest impact on customer acquisition and expansion.

Identifying quick wins

Sales Funnel Optimization

Adjustments to Pricing and Packaging

Accelerating the pipeline

Growth Engineering & RevOps

Organize your data and systems to turn information into reliable decisions that drive growth.

Improving Sales Performance

GTM Automation and Tooling

Improving the Reliability of Reporting and Forecasts

Alignment Between Sales, Marketing, and Product

Retention & Expansion

Build a Net Revenue Retention engine capable of supporting your growth beyond just customer acquisition.

Organizational Structure of Customer Success

Upselling and Cross-Selling Strategy

Reducing Preventable Churn

Customer Loyalty Programs

Pricing & Monetization

Improve your profit margins by setting prices that align with the value your customers perceive.

Value-Based Pricing Strategies

Packaging Redesign

Discount Optimization

Analysis of Willingness to Pay

Preparing for Scale-Up

Prepare your sales organization to support your next funding round or growth phase.

Building a Compelling Growth Story

Enhancing GTM Maturity

Demonstration of the model's scalability

Organization Ready for Investors

Our Success Stories in SaaS & AI

These scenarios illustrate real-world results—anonymized and summarized—from several projects conducted with SaaS providers and AI companies.

Scenario 1

Resuming ARR Growth

Challenge

A B2B SaaS provider was seeing its ARR growth slow down after several quarters of strong expansion. The challenge: quickly identify new growth drivers to return to a double-digit growth trajectory.

Solution

Implementation of a 100-day plan: overhaul of the ICP, optimization of the sales funnel, pricing adjustments, and restructuring of Customer Success.

Result

ARR growth increased from 9% to 38% per year, NRR rose from 96% to 121%, and the sales cycle was shortened by 25%.

Scenario 2

Go-to-Market Assessment Prior to Funding Round

Challenge

An AI scale-up was preparing for a Series B funding round and wanted to address several key issues: ARR quality, reliance on a few key accounts, and the scalability of its sales engine.

Solution

Conducting a comprehensive GTM audit: customer interviews, win/loss analysis, competitive benchmarking, and quantification of growth potential.

Result

Identification of €8 million in ARR to be consolidated and €20 million in growth opportunities, enabling the company to secure funding at a higher valuation.

Scenario 3

Revenue Operations Structure

Challenge

A B2B platform had sales data scattered across multiple tools, making it impossible to reliably manage growth.

Solution

Implementation of a unified RevOps architecture, automation of reporting, and alignment of the Sales, Marketing, and Product teams around common metrics.

Result

Forecast accuracy improved by 40%, decision-making cycles cut in half, and sales productivity increased by 30%.

Scenario 4

SaaS Pricing Optimization

Challenge

A software company had been using a pricing structure that had remained unchanged for several years, one that was out of step with the value perceived by its most established customers.

Solution

Redesign of pricing and packaging based on value, A/B testing of pricing tiers, and training of sales teams on the new pricing structure.

Result

Average revenue per customer rose 24%, the upsell conversion rate doubled, and gross margin improved by 6 percentage points.

Choose Elaya, your network of Operating Partners who specialize in go-to-market strategies

All of our business experts have proven themselves in demanding environments.
Our consultants are not just theorists, but practitioners who have successfully implemented go-to-market strategies.

Stéphane Amiot

Operating Partner, GTM Software

Stéphane Amiot is a proven Go to Market leader, with solid experience in leading global teams and executing hyper-growth strategies for major SaaS industry leaders. Currently Chairman and CEO of the French subsidiaries of a billion-dollar US software publisher, he has previously held senior positions at Taleo/Oracle, SHL/Gartner, Cornerstone and ICIMS, and is also a Business Angels, investor and Board Member of several French tech start-ups.

Eric Gellé

Operating Partner, GTM Software

Éric Gellé is an expert in SaaS sales strategy with over 20 years of experience in the HR tech sector in Europe. He has led the growth of numerous companies, including iCIMS, SmartRecruiters, and Lumesse, by building high-performing sales teams and driving go-to-market strategies on an international scale.

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Accelerate Your Business Growth, from SaaS to AI

's Commitment to Creating Value

The Challenges of SaaS and AI

Our Support

Market Dynamics in SaaS and AI

Our Solutions for SaaS & AI

Our Success Stories in SaaS & AI

Resuming ARR Growth

Go-to-Market Assessment Prior to Funding Round

Revenue Operations Structure

SaaS Pricing Optimization

Choose Elaya, your network of Operating Partners who specialize in go-to-market strategies

Stéphane Amiot

Eric Gellé

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