AI is making software easier to build—and that could be a serious problem for SaaS.
Roman, founder of BetterContact, believes SaaS companies increasingly need a real “right to exist” as AI-native companies start rebuilding existing software and aggregating multiple tools into simpler interfaces.
We talked about why tool sprawl is becoming a problem, whether SaaS will become increasingly API-first, why founders need to decide whether they're building for humans or AI agents, and why PLG alone may no longer be enough.
We also got into outbound, AI-generated content, founder-led sales, personalization, and why Roman thinks human-centric GTM could become even more important as AI takes over more of the sales process.
Timestamps:
00:00 - How Roman came up with BetterContact 01:44 - Why BetterContact chose a niche 05:02 - Does SaaS have a “right to exist”? 07:32 - Is AI going to replace SaaS? 10:04 - Choosing the right ICP 12:17 - Can AI giants replace data SaaS? 13:14 - Why PLG is getting harder 14:09 - The return of human-centric SaaS 16:26 - Will AI agents start buying software? 17:44 - UI vs API: what should SaaS build for? 19:35 - Are we building for humans or bots? 20:45 - Which parts of outbound AI can replace 23:05 - Why AI cold calling isn't taking over 25:07 - Founder-led sales and AI content 27:27 - Why generic AI content doesn't work 29:31 - The danger of founder-dependent brands 33:42 - Why outbound is still a powerful channel 35:33 - Why outbound is a numbers game 37:57 - Why personalization is now table stakes 40:40 - What “90% hit rate” actually means 43:26 - How much growth comes from outbound 45:58 - Why GTM events matter 48:22 - Will AI agents replace GTM? 50:44 - Why human-centric GTM could win 51:46 - Is there a perfect cold-call script? 53:49 - Why Roman is excited about air conditioners
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