In this episode of the Grow Your B2B SaaS podcast, recorded live at the SaaS Summit Benelux in Amsterdam, host Joran sat down with Richard Schenzel from AtScale. Richard and his team act as operating partners for B2B SaaS companies, helping them build, structure, and scale sales operations with a strong focus on improving performance.

The conversation centered on how go-to-market (GTM) strategy is changing in 2026. From the rise of blended motions and the evolving role of ACV across PLG and sales-led setups, to how AI will reshape the entire funnel—Richard shared a pragmatic view into what will separate the SaaS companies that scale successfully from those that fall behind. He also explained why now is the time for deep introspection, how to audit your GTM machine, and why roles like SDR/BDR must be rethought in an AI-driven world.

Key Timestamps

(0:00) – The 2026 B2B SaaS GTM Shakeup: AI, PLG vs Sales-Led & ACV Truths

(0:00) – Meet Richard Schenzel: The B2B SaaS Sales Ops Performance Architect

(0:01) – GTM in 2026: AI-Driven Plays, Blended Motions & ACV Strategy

(0:02) – Why 2026 Demands a Full GTM Audit: Blended Motions + ACV Reality

(0:02) – PLG vs Sales-Led: How ACV Decides Your Entire GTM Motion

(0:03) – The New Era of Efficient SaaS Growth: AI, Margin & Sales Efficiency

(0:04) – Bow-Tie Model Power: Where AI Creates Massive GTM ROI

(0:04) – Automate Your Sales Engine: AI Intent, Scoring, SDR Workflows & CS

(0:05) – The 2026 SDR: Human Connection Beats Sequencing Automation

(0:06) – 2026 Headcount Reset: New SDR/BDR, AE & RevOps Roles(0:07) – Train the Machines: Why People Still Win in AI-Driven GTM

(0:07) – Ad Break: Reditus – The AI Affiliate Engine for B2B SaaS

(0:08) – What Will Make SaaS Winners in 2026: Adapt Fast or Fall Behind

(0:09) – The 2026 Mindset Shift: Stop Fixing Yesterday, Pivot Faster(0:09) – The GTM Implementation Blueprint: Mission → Strategy → Tech → People

(0:11) – The “If It Ain’t Broke” GTM Trap: How to Spot Hidden Failures(0:11) – The Ultimate SaaS GTM Audit: 1–5 Scoring Across Every Function

(0:13) – Bow-Tie Data Mastery: Fix GTM Bottlenecks Faster With AI

(0:14) – From 0 → 10K MRR: ICP, Feedback Loops & Avoiding Enterprise Traps

(0:16) – Scaling to $10M ARR: ICP Alignment, Feature Pruning & $100M Roadmap

(0:17) – Evolving Your ICP: Stay True to Your Customer & Your Mission

(0:17) – Connect With Richard Schenzel on LinkedIn

Grow Your B2B SaaS

By Joran Hofman

S7E16 – SaaS GTM in 2026: AI, Hybrid Sales & High‑Performance Revenue Engines with Richard Schenzel

Grow Your B2B SaaS – Nov 27, 2025

In this episode of the Grow Your B2B SaaS podcast, recorded live at the SaaS Summit Benelux in Amsterdam, host Joran sat down with Richard Schenzel from AtScale. Richard and his team act as operating partners for B2B SaaS companies, helping them build, structure, and scale sales operations with a strong focus on improving performance.

The conversation centered on how go‑to‑market (GTM) strategy is changing in 2026. From the rise of blended motions and the evolving role of ACV across PLG and sales‑led setups, to how AI will reshape the entire funnel—Richard shared a pragmatic view into what will separate the SaaS companies that scale successfully from those that fall behind. He also explained why now is the time for deep introspection, how to audit your GTM machine, and why roles like SDR/BDR must be rethought in an AI‑driven world.

Key Timestamps

• (0:00) – The 2026 B2B SaaS GTM Shakeup: AI, PLG vs Sales‑Led & ACV Truths

• (0:00) – Meet Richard Schenzel: The B2B SaaS Sales Ops Performance Architect

• (0:01) – GTM in 2026: AI‑Driven Plays, Blended Motions & ACV Strategy

• (0:02) – Why 2026 Demands a Full GTM Audit: Blended Motions + ACV Reality

• (0:02) – PLG vs Sales‑Led: How ACV Decides Your Entire GTM Motion

• (0:03) – The New Era of Efficient SaaS Growth: AI, Margin & Sales Efficiency

• (0:04) – Bow‑Tie Model Power: Where AI Creates Massive GTM ROI

• (0:04) – Automate Your Sales Engine: AI Intent, Scoring, SDR Workflows & CS

• (0:05) – The 2026 SDR: Human Connection Beats Sequencing Automation

• (0:06) – 2026 Headcount Reset: New SDR/BDR, AE & RevOps Roles

• (0:07) – Train the Machines: Why People Still Win in AI‑Driven GTM

• (0:07) – What Will Make SaaS Winners in 2026: Adapt Fast or Fall Behind

• (0:08) – The 2026 Mindset Shift: Stop Fixing Yesterday, Pivot Faster

• (0:09) – The GTM Implementation Blueprint: Mission → Strategy → Tech → People

• (0:11) – The “If It Ain’t Broke” GTM Trap: How to Spot Hidden Failures

• (0:11) – The Ultimate SaaS GTM Audit: 1–5 Scoring Across Every Function

• (0:13) – Bow‑Tie Data Mastery: Fix GTM Bottlenecks Faster With AI

• (0:14) – From 0 → 10K MRR: ICP, Feedback Loops & Avoiding Enterprise Traps

• (0:16) – Scaling to $10M ARR: ICP Alignment, Feature Pruning & $100M Roadmap

• (0:17) – Evolving Your ICP: Stay True to Your Customer & Your Mission

• (0:17) – Connect With Richard Schenzel on LinkedIn

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S7E15 – SaaS Monetization in 2026: Tiering, Usage, AI Add‑Ons & Pricing Experiments with Krzysztof Szyszkiewicz

Grow Your B2B SaaS – Nov 25, 2025

SaaS monetization in 2026 is being reshaped by smarter tiering strategies, flexible usage‑based models, AI‑powered add‑ons, and bold pricing experiments that help companies grow revenue while meeting evolving customer expectations. In this episode, host Joran speaks with Krzysztof “Chris” Szyszkiewicz, co‑founder of ValueShips, a boutique pricing consultancy that works primarily with technology companies, particularly within SaaS and AI. The conversation, recorded live at the SaaS Summit in Benelux, explores where SaaS pricing is heading in 2026 and how companies can gain an advantage by rethinking monetization, packaging, and expansion strategy.

Chris offers practical insights on output and success‑based pricing, the rise of AI add‑ons, the importance of structuring tiers based on willingness to pay, and the need to view pricing as a continuous process. He also explains how to run pricing experiments, avoid common traps, and use straightforward frameworks to protect margins, especially in AI‑driven products where usage costs can escalate quickly. For any SaaS company preparing for growth in 2026, this discussion provides a grounded and actionable blueprint for building a pricing system that supports scale.

Key Timestamps

• (0:00) – SaaS Pricing in 2026 Is Gonna Get Wild

• (0:53) – Live From SaaS Summit Benelux

• (0:57) – Meet the Pricing Guy Behind ValueShips

• (1:11) – What Will SaaS Pricing Look Like in 2026?

• (1:19) – Expansion Revenue Is the New Growth Hack

• (2:32) – Scale Smarter With Usage Metrics

• (3:45) – Stop Guessing: Do Real WTP Research

• (4:10) – Switching to Hybrid Pricing Without Chaos

• (4:23) – Test AI Add‑Ons Before Going All‑In

• (5:43) – The New AI‑Native SaaS Models

• (5:58) – Freemium Isn’t Free

• (7:08) – Booking.com‑Style Pricing Comes to SaaS

• (8:04) – Pricing Is a Process

• (9:44) – A/B Test Your Pricing Like a Pro

• (9:57) – How to Test Pricing on Existing Customers

• (10:30) – The Churn Math You Must Know

• (11:38) – The Most Expensive Pricing Mistakes

• (12:41) – Don’t Blow Up Your Pricing Model for AI

• (13:45) – When Credits Pricing Works

• (14:47) – Keep AI Costs From Killing Margins

• (15:01) – Utility‑Style Billing 101

• (16:10) – Early‑Stage Pricing to Hit 10K MRR

• (16:48) – Scale to $10M ARR Without Revenue Leaks

• (18:15) – Final Takeaways

• (19:24) – Connect With Chris

• (19:40) – Outro & Subscribe

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S7E14 – Scaling SaaS in 2026: AI Adoption, Pricing Shifts & Efficient Growth with Romy Kotler‑de Groot

Grow Your B2B SaaS – Nov 25, 2025

How will B2B SaaS scaling look in 2026, with AI adoption, pricing shifts, and efficient growth? This episode features a candid conversation with Romy de Groot, Chief of Staff at Atlassian. Drawing on her experience across startups, scale‑ups, and Booking.com during the pandemic, Romy explains what will truly separate the SaaS companies that thrive in 2026 from those that fall behind, as AI transforms product development, pricing models evolve, and efficient growth becomes the new baseline for success.

Key Timecodes

• (0:00) – How Atlassian Scales SaaS With AI: Live From SaaS Summit Amsterdam

• (0:51) – The Ex‑Booking.com Strategist Driving Atlassian’s Growth

• (1:09) – What Will Make or Break B2B SaaS in 2026

• (1:57) – The Death of Traditional SaaS Pricing?

• (2:17) – The Enterprise Contract Nightmare No One Talks About

• (2:58) – Per‑Seat Pricing Is Dying—Here’s What’s Replacing It

• (3:27) – Freemium Is Broken in the AI Era—Here’s Why

• (4:11) – VCs Are Done Funding Your Freemium Dreams

• (4:27) – Will AI Kill Startup Hiring? The Brutal Truth

• (5:33) – The 2026 Efficiency Playbook Every SaaS Founder Needs

• (6:26) – AI Can Now Automate Your Boring Work—But Not What You Think

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Listen on Spotify: https://open.spotify.com/show/06f5oWzi2l4GqAAOWC1l1Z

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Keywords: B2B SaaS, SaaS growth, GTM strategy, AI, pricing, hybrid sales, revenue engines, scaling, product‑market fit, funding, bootstrapping.