Newsletter – October 2026 – The SaaS Buyer Journey Is Changing…Ready?
Finish Strong. Build Stronger. The Founder’s Year-End Growth Check.
As we move into the final quarter of 2026, founders are beginning to think about what growth will look like in 2027.
But while companies are planning their next steps, the way customers discover and evaluate businesses is already changing.
For years, the SaaS buying process followed a familiar path. A potential customer searched for a solution, visited a website, compared providers, and eventually connected with a sales team.
Today, AI is changing that process.
Buyers can now research solutions, compare competitors, evaluate features, and develop opinions about a company before ever visiting its website.
That creates an important question for founders: Is your company positioned to be discovered where your customers are actually looking?
I believe this shift goes beyond marketing. It’s about understanding how customer behavior is evolving and making sure your business evolves with it.
Visibility is important, but visibility alone isn’t enough. Trust, credibility, differentiation, and the ability to clearly communicate value are becoming even more important
This month’s featured article, Your SaaS Buyer May Never Visit Your Website: Marketing in the Age of AI Search, explores how AI is reshaping the SaaS buyer journey and what companies should consider as traditional search and customer acquisition strategies evolve.
One of the most important takeaways is that winning the click is no longer the only goal. Winning the answer matters too.
We’re also continuing the conversation on LinkedIn, sharing perspectives on the decisions founders face as technology, customer expectations, and business models continue to change.
At RevTek, we’ve sat in the founder’s seat. We understand that growing a business requires more than recognizing opportunities. It requires making thoughtful decisions about where to invest time, resources, and capital.
Our role is to provide growth capital that helps founders act on those opportunities while maintaining control of the companies they’ve worked hard to build.
As you plan for 2027, take time to look beyond what has worked in the past. Consider how your customers are changing, where new opportunities are emerging, and what your business needs to stay ahead.
The next stage of growth starts with understanding what’s changing today. Finish the year with intention. Build the next one from a position of strength.
Build with precision. Fund with confidence. Grow with RevTek.
Apply for Growth Capital → RevTekCapital.com
Sincerely,
Scott Peters
and The RevTek Capital Team
“Helping founders realize their vision”
Your SaaS Buyer May Never Visit Your Website: Marketing in the Age of AI Search
The way customers discover and evaluate SaaS companies is changing, and AI is becoming part of that journey. As founders prepare for 2027, understanding this shift is essential to staying competitive. Our latest article explores how AI search is reshaping buyer behavior, why visibility now extends beyond traditional SEO, and how companies can build the credibility needed to be discovered and trusted. Winning the click is no longer the only goal. Winning the answer matters too.
From Our LinkedIn Community
Founder Friday: Get a head start on your 2027 revenue target; calculate how much revenue you need to replace.
Here’s a number worth paying attention to.
HSBC Innovation Banking’s 2026 enterprise software benchmark report found that, among the companies surveyed:
→ Median annualized churn was 13%, down from 16% the previous year.
→ Median net revenue retention was 105%.
These metrics measure different things, but together they highlight an important point:
A company can generate expansion revenue while still losing customers or recurring revenue elsewhere.
Here’s what that means for founders.
Imagine your business begins the year with $10M in recurring revenue.
If 10% of that revenue disappears through churn and contraction, you’re starting with a $1M gap before generating any new business.
That’s $1M your team must replace just to return to where it started.
Now consider three questions:
How much revenue is actually at risk?
→ Review upcoming renewals, customer health, declining usage, and contraction patterns.
→ Can customers clearly explain the value they’re receiving?
Product adoption matters. Measurable business outcomes matter more when a buyer is deciding whether to renew.
→ Are we building expansion on a healthy customer foundation?
Separate revenue retained from revenue gained through upsells and expansion.
Both tell you something different about your business.
As you prepare for 2027, don’t build your entire growth strategy around the next customer.
Build a clear plan for the customers you’ve already earned.
The revenue you protect today becomes the foundation for the growth you pursue tomorrow.
Learn more about our strategic approach to funding. If you’re ready to grow with a funding partner that truly understands your journey, let’s talk.
Follow us on LinkedIn for weekly insights, trends, and funding strategies tailored to the SaaS industry.
Three Questions Every Founder Should Ask
The way customers discover, evaluate, and choose companies is changing. As founders prepare for 2027, it’s worth looking beyond what’s working today and considering how those changes could impact tomorrow’s growth.
1. Are we showing up where our customers are looking?
Buyers are finding answers in new places, often before visiting a website or speaking with sales. Is your company part of those early conversations?
2. What makes our company worth choosing?
When customers can compare solutions in seconds, what truly sets your business apart? Is that value clear, credible, and easy to understand?
3. Are we building for the customer of tomorrow?
Think beyond your current strategy. What needs to change in your marketing, technology, or customer experience to stay competitive as buying behavior evolves?
The companies that succeed won’t simply be the ones that adapt to new technology.
They’ll be the ones that understand their customers, recognize what’s changing, and position themselves for what’s next.
RevTek Capital is a leading strategic credit funding source for SaaS and tech-enabled companies with predictable recurring revenue. We’ve raised rounds, managed burn, and hit milestones. We have had to stress about making payroll. Now we help founders like you do the same.
We leverage our years of early-stage entrepreneuring, lending, and investing experiences to provide customized credit solutions to growing companies with predictable recurring revenue/subscription-based business models. Our goal is to help entrepreneurs grow their business and preserve equity while maximizing enterprise value for all stakeholders. We are the alternative to and complement with venture capital.
RevTek’s focus is providing $2MM to $20MM+ for growing companies with $5MM to $75MM in predictable annual recurring revenue. Motivating management teams and allowing investors to maximize investment returns is a key objective. RevTek’s process is always relationship-driven, and our long-term lending strategy has proven effective for companies in our portfolio.
Be assured that by doing business with RevTek Capital, you are doing business with one of the strongest strategic credit funding sources in the lending market. We have earned a strong reputation, reinforcing the value we deliver and continuity for funding the ongoing growth of the companies we serve. Our track record confirms we pick winners and fully support them.
If you are seeking to secure growth capital or complete an acquisition, please contact us today. We don’t want to own your business. We help you grow your business.