The Problem with Stripe as the Core for Sales-Led SaaS
Sales-led SaaS and AI companies don’t grow on swipe-to-buy transactions alone. They live and die by contracts, quotes, negotiations, amendments, renewals, and
Founders don’t buy software during business hours, they buy software when it’s most convenient for them. That often happens after hours at 9 pm, 12 am, or even 3 am PST and when it does, they need commercial details to be easy to read, they need to feel confidence in what they’re buying, and they need the buying experience to be quick and easy. But if your sales tech stack is asleep while they’re ready to buy, you’re leaving revenue on the table.
Key Takeaways:
At Salesbricks, we’ve been tracking over 8,000 new logo transactions this year, and the data tells a clear story:
- 30% of total SaaS deals close outside traditional working hours of 9 am to 5 pm PST.
- The average deal size signed between 1 am and 2 am PST is $30,000, $12,000 higher than the average deal size closed at other times of day.
- Almost a quarter of all SaaS deals are closed between 5 pm and 6 pm PST, right when most teams are wrapping up for the day.
How SaaS Buying Has Changed
This shows that businesses need people, processes and tools to be up and ready to facilitate a deal in order to close deals outside of working hours. Founders aren’t waiting for a rep to send a quote or follow up in the morning, they’re buying from companies with tools that make buying accessible and online.
When Founders Buy, It’s After Hours
Across thousands of transactions processed by Salesbricks, one pattern stands out. When the main point of contact is a founder, deals are far more likely to close during all odd hours of the day. Many early stage founders buy software late at night, often after a full day of coding or operating their business.
Global Expansion
As SaaS and AI companies expand globally, the idea of “off hours” is starting to disappear. Salesbricks data shows that 70% of end buyers located outside of North America close deals while US headquarters are offline. Many of these SaaS vendors are still in the early stages of selling internationally, but as they scale, the data is proving that they need to expand their operations and their need for a revenue platform that run continuously and close transactions without heavily relying sales and back office support.
The Infrastructure for Modern Buying
Salesbricks provides a platform that powers the first ever B2B checkout. Buyers can pay by credit card, ACH or by signed contract, and checkout sessions with an average contract value (ACV) of $11,050 typically take 4.97 minutes to complete. The platform also includes built-in e-signature for contracts, so buyers and sellers can close deals anytime without waiting for reps to upload a contract and send an e-signature envelope, a common flow when sending contracts via DocuSign.
