[Saaster]

A primary driver of SaaS sales is trust. Nobody wants to bet on a platform that is going to pivot or shut down within 12 months. It's not about price, it's about disruption to business in both adopting and offboarding from any solution more complex than a todo list. For a lot of established companies, that unfortunately means they won't even consider you until you've been around for 1-2 years. We have a lot of customers who checked us out on day 1, and now 3-4 years later are coming back saying "Cool, you guys are still in business, now we can try you out for real".

If you're building SaaS, go ahead and take that SaaStr article as gospel (and a lot of their other writing as well). Maybe you're a special unicorn where it doesn't apply, but most likely you aren't.