He says this is common to pre-SaaS companies. So he's mostly describing companies started at least a decade ago, perhaps two or three. However, the problems he

He says this is common to pre-SaaS companies. So he's mostly describing companies started at least a decade ago, perhaps two or three. However, the problems he describes can easily affect enterprise SaaS companies in a niche. If your market literally has a few thousand potential customers, you could end up in a situation where onboarding a big new customer is a double-digit percentage of your current revenue. At that point, it doesn't matter if you're a SaaS or not, you're gonna feel the pressure to do things for the sake of them.