David Guerra Terol

teaching burnout Sales Managers everything I learnt from successful SaaS companies (and from the bad ones), after being the Sales Rep of +100

[David Guerra Terol @dgterol]

If SaaS Products Sell Themselves, Why Do We Need Sales? https://t.co/t3iKUNepTe by @mdcranney

[Tomasz Tunguz @ttunguz]

If AI continues on its current trajectory or accelerates, what will change in your business?

We’ve been asking leaders of companies & departments this question & the answers aren’t clear.

In a few years, consensus agrees that rote work of BDRs & paralegals & software engineering will be somewhat to mostly automated. But determining the timing of that impact is much more difficult : it depends on the accuracy of the AI.

Calculating headcount changes is more difficult. Sudden headcount reductions or team restructuring are unlikely. Instead, teams will hire fewer people over time but generate more revenue per employee.

Most public companies operate at between $100-400k in ARR per employee.

What will that number be in 2 years? 500k? 600k? 1m?

Today, publicly traded software companies operate on average unprofitably with -9.3% net income margin, but 16.2% Cash Flow Margin.

As multiples in the public markets have compressed in the last 2 years, but AI publics trade at a 100% premium, it may be because the market is pricing in these efficiencies, implying revenue from AI companies will be twice as valuable because they will generate twice as much in earnings.

This assumes that investors value software companies on future ability to generate earnings.

https://t.co/lN2cCtTz7C

[Justin Welsh @thejustinwelsh]

Some people would call this "hustling," but in reality, it's just a waste of time.

[Tomasz Tunguz @ttunguz]

Klarna, the Swedish fintech giant, is making waves by churning from industry-standard software like Salesforce and Workday in favor of building its own internal systems with AI.

After their success with AI customer support automation which manages 2/3 of their customer inquiries, Klarna is now doubling down on this strategy.

Klarna is betting AI-enabled software is the future of internal tools. The corollary : the overall cost of building internal software with AI is lower than buying off-the-shelf solutions.

What is the break-even point for this kind of financial decision?

Let’s make a hypothetical example of MongoDB :

Over the course of a decade, the software spend could easily exceed $100 million. With the cost of software production falling1 & the cost of data storage also decreasing,2 the break-even point for building internal software is likely lower than ever.

How good of a CRM could a software company build with a $10m annual budget & with AI? It’s the equivalent bet to funding a startup with a $20-30m Series A & a big design partner.

Technology is always commoditizing itself. Perhaps bespoke software will have the same impact in sales as in customer support. That would provide Klarna a sustainable competitive advantage over time.

It’s also a forcing function to require the organization to rethink their workflows in the age of AI. More than just changing software, burning the boats & forcing a company to reimagine workflows with a blank slate can be a powerful way to drive innovation.

However, this approach isn’t without risks. Building and maintaining complex systems requires significant engineering talent and ongoing investment. Many companies have built internal systems only to eventually buy commercial offerings later after incurring significant expense.

If Klarna succeeds, the market for enterprise software could be upended with a fundamentally different architecture : data lake -> AI -> bespoke software.

Microsoft and ServiceNow have both reported 50-70% increases in software productivity as a result of AI. Amazon saved $700m in refactoring code with AI.

The major clouds have cut all data egress fees and the migration of data storage to standard formats like Iceberg on S3 plus the cost reductions of data sets create a deflationary environment for data costs. Not to mention anything about the scale discounts afforded to the largest users of cloud infrastructure.

https://t.co/hTMkxjdqFz

[Tucker Carlson @TuckerCarlson]

Ep. 40 Spain’s descent into tyranny seems eerily familiar. Opposition leader Santiago Abascal is one of the few people standing up to it. We traveled to Madrid to talk to him.

TIMESTAMPS:
1:11 Santiago Abascal
2:23 The end of democracy in Spain
8:43 “Are you ready to go to jail for this?”
12:55 George Soros
16:48 Low Spanish birthrate
19:02 Censorship in Spain
28:32 When should the protests end?

[Justin Welsh @thejustinwelsh]

How to make your first $1 on the internet:

[David Guerra Terol @dgterol]

@thejustinwelsh @thejustinwelsh I've just landed an interview thanks to a cover letter I wrote explaining why I'd move them from A to B. I know a job interview isn't what you expected this framework to be used for, but I needed it. and I wanted to say thank you :)

[Justin Welsh @thejustinwelsh]

Compare these 2 offer promises:

Bad example:

Learn how to invest in the stock market

Better example:

Learn how to make your first stock market investment in less than 3 minutes (with zero fees)

[Justin Welsh @thejustinwelsh]

As a Solopreneur, this is my schedule:

- Awake at 6a
- Read for an hour
- Coffee for an hour
- 60 minutes on Twitter
- Hit the gym with my wife
- Write newsletter & content
- Eat lunch together as a family
- Spend about 2 hours more working
- Cook dinner together and drink wine

[David Guerra Terol @dgterol]

"outbound works."

"if you're not getting (at least) 30% of your sales from outbound [...]"

...feel free to comment below -or DM me- to get a complimentary analysis & actionable plan for your business. https://t.co/OuVyjKSt1p

[Justin Welsh @thejustinwelsh]

What powers my one-person business:

- Twitter
- LinkedIn
- A website
- A newsletter
- 2 low-cost courses

What doesn't:

- High-ticket coaching program
- Sophisticated automation
- Professional branding
- Email funnels
- Paid ads

Start simple & (maybe) complicate later.

[David Guerra Terol @dgterol]

prompt: comenta las conclusiones principales de cada libro en un párrafo, como máximo (10 párrafos en total/. https://t.co/QIQbJKDIwl

[David Guerra Terol @dgterol]

Sebastian Giacoman rompía el hielo en las reuniones con clientes explicando que, las 3 variables por las cuales un huésped reserva en un hotel u otro son las siguientes:

1. precio.
2. ubicación.
3. comentarios.

solamente 2 de esas 3 variables están en m…https://t.co/NXnHzI7H3T

[David Guerra Terol @dgterol]

which one worked for you? https://t.co/UZC2OZ3XlB

[David Guerra Terol @dgterol]

I'm #3047 on Hello Robin 👉https://t.co/zUvLlCt46Q

[David Guerra Terol @dgterol]

@ETNTURISTAR @ELDEBATE @Univ_Destinos @MexicoDestinos @mexicodesc @MexicoTravelCh @RescateAnimal qué sucede con el resto de rutas, y horarios? quiero ir México Norte - San Miguel de Allende, pero no aparece entre sus rutas pet-friendly; es para llevar un pug, de menos de 10kg; me pueden asesorar, por favor?

[David Guerra Terol @dgterol]

"The rise of AI will free people up to do things that software never will"

[Sam Altman @sama]

ok i admit it feels very cool to read the first part of this: https://t.co/FdgCqSyKZF

[David Guerra Terol @dgterol]

@thejustinwelsh agree. one of the most savvy decisions I've ever made (3+ years ago).

[Justin Welsh @thejustinwelsh]

@SahilBloom Assume the worst, and build for the best :)

[David Guerra Terol @dgterol]

@thejustinwelsh Justin, you're the TRUTH.

[Justin Welsh @thejustinwelsh]

If you're publishing content daily, remember:

- 75% of your followers didn't see it
- 80% of your followers won't remember
- 100% of your new followers never saw it

Repurpose often.

Nobody remembers your content like you remember your content.