Published when the market shifts enough to justify a stronger editorial stance.
Signal EssaysWhen It Runs Editorial Standard Best For
Sharper essays for the moments when the market needs an angle, not a recap.
The Signal is where the publication takes a stronger editorial position: pattern recognition, category interpretation, and a clearer point of view on what is changing next.
Turn scattered movement into a clear thesis someone can act on.
Readers who want sharper analysis than the consensus take.
The Signal
Pricing
Vertical AI SaaS Just Killed the Per-Seat License
Sierra, Decagon, Salesforce, and Intercom have all moved off pure per-seat pricing toward usage and outcome based billing, and the data shows why: outcome tied pricing grows faster, and accountants are now writing rules to book the revenue.
The Signal
Latest Signals
The most recent signal essays, deeper analysis on the market shifts worth understanding.
The Signal
The Busy Founder Reads Your Cold Email for Nine Seconds. Write for That.
The Signal Desk
August 8, 2026
The Signal
The Vertical SaaS Moat in 2026 Is Proprietary Data, Not Agent Features
Rajiv Sankarlall
August 4, 2026
The Signal
Founder-Led Sales Without a Sales Background: Do the Unscalable Thing First
The Playbook Desk
August 1, 2026
The Signal
AI Note-Takers Aren't Selling Notes Anymore. They're Selling Your Company's Memory.
Paul Worrell
July 25, 2026
The Signal
Invest in Lines, Not Dots: How to Build Investor Relationships Before You Need the Money
The Signal Desk
July 23, 2026
The Signal
The AI Security Review Gap Enterprise Buyers Aren't Closing
Rajiv Sankarlall
July 21, 2026
Signal Archive
Previous signal essays covering the market patterns and category shifts that defined each period.
01Jul 16, 2026
The Signal
Raise Your Prices Like Slack, Not Like Unity
Slack raised prices once in eight years and kept its customers. Unity raised prices once and lost its CEO within a month. The difference was never the number, it was how each company delivered the news.
Pricing4 min
02Jul 9, 2026
The Signal
How to Price a SaaS Product With Zero Competitors to Benchmark
When there is no competitor list price to react to, guessing is not a strategy. Two methods, one from 1976 and one from 1981, tell you what to charge instead.
Pricing3 min
03Jul 7, 2026
The Signal
Veeva vs. Salesforce Is the Test Case for Every Vertical SaaS Company
Salesforce named Veeva's own customers in a press release. Five weeks later Veeva answered with an acquisition, a relaunch, and a labor-reduction number. Procore already ran the same play in construction, and it is becoming the standard vertical SaaS defense against horizontal AI platforms.
Strategy4 min
04Apr 23, 2026
The Signal
Pricing Is a Product Decision, Not a Sales Decision
The gap between founders who own pricing as a strategic discipline and founders who delegate it to sales is becoming the clearest predictor of category outcomes in 2026.
Strategy7 min
05Apr 14, 2026
The Signal
The Second Product Problem Is Getting Harder, Here's Why
The second product has always been hard. In 2026 it is harder, for reasons that are structural rather than executional. Understanding those reasons before you commit to the investment could save a company.
Product7 min
06Apr 7, 2026
The Signal
Why AI-Native Companies Are Repricing Every Category They Enter
Every category where AI-native competitors have entered in the last 18 months has seen pricing pressure on the incumbent. The mechanism is specific, the timeline is predictable, and most incumbent founders are responding to it wrong.
Market Signals7 min
07Apr 2, 2026
The Signal
Why Category Creation Is Losing to Category Entry in 2026
The data is clear: companies that enter existing categories with sharper positioning are outperforming companies that attempt to create new categories. The economics have shifted.
Strategy7 min
08Mar 31, 2026
The Signal
Down Round Survival: The Decisions That Separate Companies That Bounce From Ones That Drift
A down round changes the capital structure but does not have to change the company's trajectory. These are the decisions that matter in the window immediately after it closes.
Fundraising6 min
09Mar 24, 2026
The Signal
The Vertical SaaS Premium Is Real, And It's Widening
The pricing gap between vertical SaaS and horizontal SaaS has been widening for three years. The data on why it happens, which categories have the widest gap, and what it means for founders choosing between a horizontal and vertical GTM.
Strategy7 min
What makes a signal piece work
How this section earns its place.
A signal essay has to be more precise than punditry and more interesting than summary.
Pattern First
A signal piece begins with a shift worth naming.
Opinion With Proof
The argument should be sharper than the consensus but grounded enough to survive scrutiny.
Language That Travels
The best signal essays give readers phrasing they reuse in their own conversations.