Not All B2B SaaS Is Created Equal

23 Oct 2026 · 1 min

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In this brief monologue, Andrew Gazdecki reflects on the diversity within the B2B SaaS market, emphasizing that not all B2B customers are alike. He contrasts selling to freelancers—small, high‑churn businesses—with selling to hospitals—large, low‑churn enterprises—highlighting the stark difference in monthly churn rates (8–15% for freelancers versus near‑zero for hospitals). Gazdecki explains how these churn dynamics dramatically affect long‑term cash‑flow modeling and SaaS performance forecasts. He grounds the insight in a personal anecdote about his first deal, which fell on the lower‑end of the B2B spectrum, underscoring the importance of correctly positioning a product on the B2B continuum.

Chapters

I learned the hard lesson of B2C versus B2B, or rather understanding the spectrum of B2B. So I'll give you an example. There's a big difference between selling to freelancers, which would be B2B because they're businesses, versus selling to hospitals, which is also B2B. Huge difference. One is enterprise. So there's a spectrum, and it's important to understand that spectrum when it comes to things like churn. Freelancers are going to churn probably 8 to 15% a month. For hospitals, if it looks good, they should never churn. It's a huge difference when you're actually mapping out years of cash flow and so software as a service performance. So I learned that through my first deal. It was very much on the lower end on the B2B spectrum.