Business Models

B2B SaaS

Software-as-a-service sold to businesses rather than individual consumers, with longer sales cycles and higher contract values.

B2B SaaS companies sell to organisations — companies, teams, governments, institutions — rather than to individuals acting in a personal capacity. This changes almost everything: buying decisions involve multiple stakeholders, procurement processes can take months, contracts are negotiated rather than clicked, and support expectations are higher. In return, B2B customers tend to be stickier, spend more, and have clearer ROI expectations that make selling straightforward when the product genuinely delivers. ACV tends to be higher in B2B because business budgets are larger than personal ones. B2B SaaS also benefits from enterprise procurement structures that create predictable, contracted renewal cycles. The sales motion ranges from high-velocity self-serve for SMB-focused tools to enterprise field sales for complex, high-ACV products.