The 90/10 Rule for AI Agents: What to Vibe Code, and What To Just Buy

Welcome to the official SaaStr podcast where you can hear some of the best SaaStr speakers. This is where the cloud meets. Up today on the SaaStr podcast. You're either at the cutting edge of AI or you're getting displaced. And the question is just what's the speed? If all your customers are on 5-year contracts, you can hide if you want. There is no middle ground anymore. That's the best advice I can tell you. One last thing I would say to founders on this. I wrote this on Twitter yesterday and then I'm gonna have a longer post on SaaStr. Ask yourself, calmly use your own product. Is your jaw dropping? Is your jaw dropping? Almost every, if anyone that has even a couple million in revenue up to billions, at some point your product was a jaw dropper or you never would've gotten there. You, you utterly changed the lives of a stakeholder, of a customer. They didn't buy you because you're 1% better. They bought you because you were, you, you were jaw droppingly better, at least for some niche use case. Be honest, in the age of AI, are you as jaw dropping as Claude? And if you're not, that's why you're decaying.

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Hello everyone. Welcome back to another Zestra AI Live. We wanted to do a follow-up from AI Day we did a couple weeks ago. We did not make it through the whole thing, and I actually think a lot has changed in those two weeks just with the wider, let's say, release of Cloud Cowork to a lot more users, including ourselves, to use, try, and then obviously I know also Cloud Code. Got a lot of updates in the last 2 weeks as well as just like the model for that are core to Claude and OpenAI. So we wanted to do an update basically on where we're at just with the lens of our journey of like building versus buying all these apps for AI agents and now apps and kind of encompassing some of that with, you know, everything that's been going on in the last 2 weeks because a lot has happened. All right. Just I always like to put this slide first for those who need it and just to preface As always, you can go to saksberg.ai/agents if you want more info on any of the either third-party tools or things that we buy. The apps we vibe-coded today are all listed there. We have like a new community list, newer community listing that we have there as well that you can play around with and see what we use and how we use it. So that's that. Okay, so getting into our— so this is the 90/10 rule, Jason, that you originated. So would love to get your thoughts here just to kind of kick us off. But basically our rule from the last, you know, 9 months, 20+ agents, 6+, now, now maybe 8 with the 2 that I'll focus on today that we made recently in the last few weeks. So a bunch of apps we've made both for internal purposes and then actually now external facing. The rule we've had has always been, you know, buy 90% of what you need if you can off the shelf. Do it where, you know, there's already a solution for this. Like, we're not trying to vibe code our own CRM tool or anything crazy like that. You know, we have agents that we use for outbound and inbound. Those are all third-party tools. Like, I'm not even going to attempt to recreate those in what we're doing in vibe coding. So that's, that's an interesting mix there. So we've, we've pretty much bought 90% of what we've needed and only built the 10% where we either couldn't find a solution that really already existed pretty close to what we wanted off the shelf, or we had, you know, in the case of our AI BPM, that'll walk you guys through a bit more where we had a bunch of proprietary data that I had in one place. I basically had on my computer, we had like a bunch of years of data. I couldn't find a tool. And so that was also a reason where we went into the 10% of where it didn't exist. And then also more recently, I'll show you what we did with Cloud Cowork and, um, Vibe Coding is I actually did replace a tool in the last week we were paying for. So this is kind of a new, I don't know if you would consider it a caveat to the rule, but, um, this is a new one where, you know, we were paying for a tool. It, it did some of what we needed off the shelf, but it didn't do enough. And so that's where I decided it was worth the effort to build our own tool in this scenario. But we do use a lot of third-party tools. I think in those evaluations it's typically been, you know, okay, are these vendors and tools we can trust? Again, does it do like most of what you're looking to do? And if it does, like there's so many, I think, nuances behind the scenes that are maybe unappreciated when you start vibe coding and learning how to do it really good. Things like compliance, things like security, data warehousing. Like these are all things I don't, I don't want to tackle. Even as good as we've gotten at the golfing, I don't want to tackle. The other thing I've already fallen into is the maintenance of all these apps, right? Like Jason spends a lot of time in his day doing maintenance of these apps. I now have to spend a bunch of time with the apps I've created maintaining them. And so it just kind of compounds on itself where then you're also now just spending time doing a bunch of app maintenance or agent maintenance. So it is a big time suck as well.

I think there's a lot to dig into in here. The only sort of meta thing I'll add for folks is Emilia will show you, we rebuilt what I call an n=1 app. So the one, there's just, I want to go deep on what we're, the folks, the apps you guys might be used that we use, but maybe we'll show you, we built this, this sponsor application for our sponsors. We have 150 sponsors for SaaStray in 2026 and may come. And what is interesting at a higher level is there is third-party application for these, what, what is called sponsor portal. It's a niche category of software. It's not big enough to justify significant investment. And the products are not, they just have not kept up with 2026. They're terrible. So we didn't want to build one. We built our own version of something we could buy for $5K and $10K and have for years, and we'll show you why. But I think there is a risk for folks building vertical apps, building niche apps. You should not build an agent if you can buy it or an AI app. But if you fall behind too far, folks may build it out of frustration. And that's more what we did rather than try to cancel our Salesforce bill. But this was one where we were driven to frustration by the mediocrity in this event software space. To finally build our own and, and it works. So it would be— that's, that's a lost customer forever for those vendors. So we'll show you that though. Keep going.

Yeah, I'll show folks. Yeah, this is my evolution of the 90/10 rule of, you know, this again, we've, we've bought a lot of third-party tools are on sas4.ai/agents. You can see the ones we use multiple for outbound. We use one for inbound. But like when we, when we go to evaluate things, right? Again, if we can find a solution off the shelf, we're gonna go for it, right? Like you, we are famously 3 humans, 1 dog, and like 20-something agents now, and like 8 apps. So like we don't have a lot of human manpower to keep up with these, to go through SOC 2 compliance, to, you know, use a data warehouse other than Salesforce. Like a lot of our apps and agents all push back into Salesforce. It's a great system of record. I'm not trying to vibe code, you know, an inbound agent. Like, I'm not trying to vibe code another outbound SDR. Like, there are things off the shelf that do that really well. It's not a good use of your time. I think that's the other thing too. Like, just because it's feasible, sometimes it may not be the best thing to vibe code, even though you could maybe do it, because it's just going to be an ongoing time suck. Like, I really had to weigh the pros and cons of vibe coding our sponsor portal because we had something off the shelf that worked, but I just got really frustrated that it was lacking a bunch of features that I knew would be possible to vibe code into an app and like make it better. I was like, you know what, this tool that we're using off the shelf has no AI, literally zero AI. And this is not a knock on them. Like this is maybe just a category of like event software has been unjust for a very long time. So, you know, hosting SaaStrangel, doing these events has been always a sore point of frustration that we're kind of hostage to a lot of vendors. We, end up having to use because there isn't anything better out there. But I knew it would be feasible, but I was not keen on doing it because I knew it would take time. I knew to build in some like AI-native features is like not my strong suit when it comes to Viya coding. And the other biggest thing was I did not want to tackle single sign-on. I was like, that is complicated. Like, I am not an engineer. I, you know, have been a go-to-market person. I don't know how to fix that. If I was like, what if that breaks? Like, I'm screwed. Like, I basically actually ended up giving myself a limit of like, okay, if I can't get single sign-on to work in a Livecoded app in a day, then I'm just going to use the off-the-shelf tool because I can't spend that much more time on it. Like, I will give myself a day, see if I can do it, see if I can get the integrations to work, see if it'll work for real. And then I'll do all the other features because all the other features are like fairly simple. And I was like, if that works, then I'll launch it. But if not, I'll go back to what we were using because it's just too risky. I was like, this is super risky. Like, we have 150 sponsors, you know, millions of dollars of revenue and customers at Saastr that rely on this portal and this backend to work and get the information they need to come be, you know, a successful customer of ours and sponsor at Saastr. And I was like, there's just a lot riding on this. So, It was definitely scary. And I would say the thing that kind of tipped me over the edge was one, we're 9 months in, right? So I wouldn't say if you just started by coding or you've been kicking yourself on, okay, I need to start learning how to write code out so I can see what's possible. I would not tackle this day one, right? This was after we've done, you know, the valuation pitch calculator, the pitch deck grader. We have, you know, Saastr.ai is on. A Vaibhav-coded website tester. Like, this is after multiple Vaibhav-coded websites forward-facing in production before I tried to even fathom tackling something like single sign-on, 'cause I knew, I knew from those experiences that it was gonna be complicated AF. I was like, it's gonna suck. I already know it's gonna suck. So I feel like that was a lot of hard— I was like, okay, because it's gonna suck. I know it's gonna suck. I'm gonna give myself a day. But I also think it ties back to, you know, what are— I think there's all this social media hype around, okay, like, what are people, you know, obviously lovable, Replit on fire, Bursell, like all, all of these tools are on fire. They're all gonna be a thousand, like all these, all these guys are, you know, obviously benefiting from this. And I do think there's so many great stories coming out of people who have Vibe-coded things and are now profitable from apps that are in production. But if you actually look at Anton's tweet that Jason wrote up from, I think this was in the last week, like they posted what are most people vibe coding. And I feel like this is super interesting because it really applies to the 90/10 rule of like, if you look at this, it's not till number 4 that he got to replacing, you know, and or rebuilding a custom built SaaS app the way that we did. Literally number 4. Number 1 is rapid prototyping, and that makes a ton of sense, right? Like, you don't wanna wait for your engineering team. Maybe you're on the go-to-market team, so you're not as technical, but you're like, I just need you to fix this on the website, or we have a new product, or we have a new case study, and I, this is how I want it. Like, it's perfect for that. Like, you don't have to get all in the weeds. Maybe your engineering team will take it and actually make it real and forward-facing. But like, that's a great use case. That's a great, I think also first use case. Where a lot of people come in to vibe coding. And I was like, okay, that makes a ton of sense. So it's just interesting to see that reflected in his data, what people are actually using. I put it in apps like Lovable 4. I think to building internal tools, that's what we did with our AI BPM, which I'll show you guys next. Again, that made a ton of sense for us because we knew it was going to be internal facing, right? Low risk. We couldn't find an off-the-shelf tool to do what we wanted in marketing. Like too many of the marketing tools right now are either like actually sales tools that have a marketing wrapper around them or are just glorified copywriting tools. And that's not what we wanted. So that's where we fell into number 2 and built that tool. Number 3 is something we do a lot of. We actually do it a little bit more automated, but you can basically API into making slide decks real, right? So if you have something like, you know, everyone's call recorder is here, you could take a call recording, put that into, you know, pick your poison tool. Zapier, Adatum, whatever, API it into Replit, Lovable, Gamma, have it spit out a custom website for the prospect you just talked to versus, you know, waiting to send a generic deck to them. We do this all the time now. It's actually a really, again, really great use case for go-to-market, really low risk because you're just going to send it to that prospect, right? Like, you know, if the whole, if they share it around the org, great, but it's not for like the whole internet to see. It's fairly, you can password protect it, right? Fairly easily. It's pretty secure. Like there's probably nothing proprietary you're gonna put in that deck on that website. Again, low risk. So makes a ton of sense. So I think just interesting to see here that it's not till it's also number 4 where he was like, then we see people starting to recreate simple thing. And I appreciate he said simple, not, it's like not complicated. You know, simple thing like the ones I'll show you that we built. Super great for this, but not again, we're not trying to, we're not trying to rebuild Salesforce. I'm not trying to recreate our marketing automation platform. I'm not even trying to recreate the AI we bought off the shelf. Like those all do that really well. And there's, there's just no need to build those things when you can feasibly buy them. So I'll show you some of the two things we've built more recently and also why it's, why it's interesting that we've built these recently in the last two, well, 10K is like a month old, um, and the sponsor portal is literally a week old. And I honestly, and part of that build versus buy, yeah, two very different reasons here. And also I think part of my hesitation to rebuild something like SaaS for sponsors would have been greater had it not been for Claude Cowork coming out, right? So it came out, I would think January. And beta, and you have to be on a Max plan. So my Max plan got it like February 1st or something. So I didn't have it for that long, but I was like, okay, between that being literally on my machine and then Claude also having co-work in browser, I was like, oh shit, like it can do a lot actually. It can, it can see everything, it can do, it can take action for you. So I was like, you know what, if I get stuck live coding this, staff app that I need for sponsors because I know it's a little bit more complicated with like single sign-on and like it has some unique data that's like unique to each customer, let's say. And I was like, obviously single sign-on will tackle a lot of that, but if I get stuck, I felt confident having used Cowork for a couple days to be like, okay, I think Claude could probably bail me out if I get stuck. And the other part of using Cowork so much was that because it's on my machine, And I was recreating an app we already used. It was easier to do it because it could already ingest all that stuff. 'Cause again, it's on my machine, it was in my browser. And so it basically took all that good stuff, which I'll show you, and helped me write a spec for Vaideh Kone, and then also helped me when I got stuck a couple times with single sign-on to get unstuck. So like, I don't, I don't know if without it I could have done the whole project and app to completion. I'm gonna be honest, like, I don't know if I could have. Because it just, one, it kept me to my, my, you know, restriction I put on myself of like, okay, if I can do this in a day, then I'll do it. But if I can't, I'm going to go back to the third party off-the-shelf tool we built, which I think is a good restriction. And it was a whole day. I was like, I have no meetings this day. I'm literally just going to figure out. I was like, don't talk to me, don't Slack me. I'm too busy. I'm trying to figure it out. I'm like in a dark hole. And so I think there's two very different reasons here. And part of it too, to an earlier point you made, Jason, was this tool in particular for SAP's response, or that I decided to recreate with live coding, had no AI features in it. I was like, it's February of 2026 and there is not one single AI, not even a lightweight AI feature, nothing. Not like, hey, put the sponsor's name in or you put your customer's name in and then we'll, you know, we'll use AI to backfill their address and their location and how many employees they have and their company size and where are they based and like give you a little blurb about them. I was like, that's, that's AI 101. That's so basic for an agent to go into. Like, how is that not even in the app that we've been using for the past couple years? And so I was super frustrated that there was literally zero AI in the tool we were using. And I thought, you know what? I think it's just time to rip the bandaid and recreate it ourselves because I know for a fact I could get AI not only into this tool, but it will make life easier if the single sign-on works. And so I was like, you know what, there is no— and to be fair, I also did look for a different third-party tool that maybe had more AI in it that would do this like unique sponsor, but it's fairly unique. Like this is again, event SaaS apps are fairly behind in all this AI stuff. Like there was not one I could find off the shelf to do this. Similar to the way that we built our AI, um, VP of Marketing, which is internal-facing only. So I'll show you guys some screenshots of it and then I'll show you SAP's Responsys, which is external-facing. Um, again, same thing. We could not find a third-party tool more specifically for marketing. Obviously there's a lot of sales tools out there that are really great that we're using. And sometimes I do use some for marketing, but I couldn't find one that was all-encompassing that was like, okay, I'm going to take all your data. From the last 10 years. Like, this is something we also couldn't hire a human to do because asking a new marketer to look at 10 years of data of, hey, what's worked for SaaS, for sponsors, for tickets, for customers, for media, we have like a whole media business. Like, would just, they would blow their brain out. Like, it's too much. Like, it was just too much complexity. They'd be like, like, I don't, I don't, I don't know how to process all this as a human being. And so I was like, okay, clearly AI can easily actually process all this data, which it did. Like it, again, it probably took a day because I followed this rule quite strictly. I gave it a day to like ingest all of our old data, come up with like analysis of it, come up with what's working, what's not working, what are we not doing, what are, you know, do some competitive analysis. What are other folks like a SaaS are doing? What's working in AI? Like what are the benefits I can get out of ingest? Like putting and ingest— injecting more AI into this process. And then I let the AI run with it, right? I was like, okay, come up with an actual plan. And so that's what we did for these, again, two vibe-coded tools. I think two very different reasons of like, one was internal-facing. So I think to Anton's point, like, that's a great reason to vibe-code something if it's just going to be internal-facing. The other one was, again, to replace a simple SaaS app. But also it had zero AI functionality. So I was like, there's just no benefit to sticking with this tool. I'll also say maybe to take a different angle on it. If that's you right now, that's where I would be worried. Like if you feel like your app has zero AI, that's, that, that was literally my first frontier to try and replace, replacing something. And I was like, my bar is, does this tool already have AI in it? And it didn't. So I think if that's you, I'd be a little bit more worried.

If you haven't built out something in AI in your app that moves, that really moves the needle, yeah, you should give up. The LLMs, the LLMs are available to everybody. Everything got really good around last summer, fall with Claude 3.5, 3.7, and they're really good now. And it's not that hard. I mean, here, listen, I don't want to spend all this time. I want to show folks what we build and answer questions that we didn't get, but Honestly, here's the tough part, guys. This, the, the, the, the VPN, uh, let's get to it because we're, we're, but the VP, the VP of Marketing is niche to us. The sponsor portal, if Amelia with 2 days of hard work or day and a half was able to build something better than it's on the market, you should be embarrassed if you have, if you can't do that, right? So this is, I think it's time to be honest and ask yourself, is your, does your app still make your customer's jaw drop? Is it still magical? Um, because, because there's, there's really no excuse today and you're going to be quickly disrupted and churned if you can't build something magical with your AI app today. Stuff's so good. So, but let's keep going.

Yeah, it's so good. It's— yeah. And to your point, there are some good questions. So I'll walk you guys through both of our more recent custom-built agents. And I think there's some good nuances here of like, you know, could I build these two apps this time last year? Probably not. Like everything got— not only have things gotten really really good over the last, you know, more so 9 months than the last year. But in the last 2 weeks with the new models and obviously with Cowork, you could do a lot more, a lot faster. And I think that's a big unlock that people haven't quite fully realized yet. I know I see a lot of folks who have realized this about cloud code and, you know, GPT coding and all that jazz. But I think just having Cowork sit in your machine sit in your browser, see what you're doing, be able to take actions. It's a, it's honestly, it was the first time I was like, oh, I'm a little scared for myself. Oh, dear God. As the, as the agent builder and as the person who has managed all these agents for the last 9 months, I was like, well, you know, give them a year. They may not need me. They may not need me in a year. So we will see. Maybe we're more than a year off from that, but I was like, this is, it's gotten scary good, crazy fast in the last 2 weeks. I'm like, it's only February 11th. Like, it's gotten really good. So going first to our custom AI BPM. So again, we couldn't find a tool that would do this. I did the, the real problem here was finding a tool too that could not only ingest all of our proprietary data from the last 10 years, right, which we needed AI to do. We knew that AI would be able to, like an agent would be able to understand all the data. Would be like, be able to come up with an action plan, like an actual coherent plan of, okay, here's what to do every single day. And I did it for a short time. I was like, let's do it for the next 6 months, right? It was January, now it was after. Let's do a 6-month marketing plan and you're going to output from me first at a high level, right? So this was an iteration. It was all based on data of what's working, what hasn't for, you know, our sales, for our marketing, for our go-to-market team. To really push us and keep us on track. I was like, I need something that will keep us honest and is also, other than the data, doesn't have bias, right? The agent is just going to look at everything across the board. I give it— it has real-time API inputs of where we are today and it'll, it'll adjust in real time. It'll say, like today it was kind of roasting me for being behind on our summits. I was like, I know, I'm trying, I'm getting there. You're faster than me, agents. And so it's just really interesting. So we custom built the AIBPM more specifically using, you know, third-party tools we already had because I basically wanted to take the data of what's working the best and then put it into this new agent. I took a lot of, you know, historical data. I put it into this agent. I used Zapier because obviously that powers a lot of other workflows to push back and forth and pull back and forth. So it's got webhooks, it's got APIs. It uses Salesforce as, you know, our primary data instance. Again, I'm not trying to recreate the wheel on that one. It's a really great way to have data. That's— plus Salesforce already has a lot of data, right? It's got 10 years of SaaS data. So I'm not going to try and recreate that. I'm just going to push and pull from Salesforce because it's already there, you know, push everything back in the cloud. And then we use Replit for this one to build an internal agent. You can use Replit or Lovable to build your internal agents. So we built 10K for two very specific reasons. One, because we needed more of a marketing orchestration tool and we couldn't find one. But two, also because, you know, we wanted something that would help us get to like the Keepathon. It's got us to the first 10K attendees for SaaS Re:Invent this year and help us drive the first 10K of revenue. And it's giving us like literally actionable to-dos. Like every day, it's the first agent now I log into, other than like our outbound and inbound agents. But this one is typically first because it keeps us honest. I'm okay. Here are the campaigns you need to be running this week. Here's the copy for the campaigns. Here's the email copy. Here's the ad copy. Here's how much you should be spending on ads. Let me look at where you're at today. Like every morning I'm like, agent, look at where we're at today. It'll say, okay, here's where you're at towards those attendance and revenue goals and sponsorship goals. Here's where we should, you know, adjust those levels and dial maybe a little bit more. Have you tried this thing? Or sometimes they'll be like, hey, I'm thinking of doing this, which is not in our game plan. Is it a waste of time or not? Like, it's a really good copilot for me to bounce ideas off of. So that's our, that's our AI BPM. It's more so internal facing, but I'll go back to what it looked like for a second. So this left-hand rail is what our AI agent looks like. Again, it's got a lot of proprietary data. So I took some screenshots that were more high level, but this is, you know, it's like, okay, here's the setup week, here's the launch week, here's what, here's how many tickets you need each week. When you click them, then these are also further clickable. It'll say, okay, here's what you need to do this week, right? It's telling me like, hey, create this promo code. Make sure Jason M. Lemkin's Jason20 is on, which it is. Make sure you're running ads to it. You know, make sure all of your AIs are optimized for sponsorship and tickets. Like, here are the campaigns. Here are the target audience you need to hit. Here's what you should promote to them. Like, it's literally giving us all these things, which has been a super handy day-to-day tool. And it's been, again, just a nice copilot to have kind of off the shelf. But I put it again, it's high stakes in the fact that like we rely on this now, but low stakes from the fact that like only our internal team needs to access it. We had to hook up some APIs to it to have real-time data, but other than that, you know, it's not trying to solve anything crazy. And so for all intents and purposes, it's a simple SaaS app or copilot or agent or whatever you want to call it, but it works pretty well. Okay. SaaS for sponsors is our newest one. This is the one that I use Cowork a lot more for. If you, you can actually go to sasresponsors.com. So this is external facing. If you're logged out, which I'm logged in, you'll still see a bunch of the stuff. You just, if you want to take a look at the website just to see how it works, but you can go to it. We decided we would just leave it open and then we would only gate, you would only need to sign in for things like if you wanted to actually submit a task, you'd have to sign in to pick your booth. You have to sign in. Okay. You can't pick your competitor's booth to be really far from you. It's got some gated features there, but For all intents and purposes, we were like, you know, a lot of our sponsors have either third-party agencies or other like contractors they work with when it comes to something like SaaS. So we're going to keep it open so that anybody can access most of the information at any given time just to see it at a glance. But if they need to take an action, that's when it'll prompt them to sign in. Interestingly, that is something that I wrote into the spec with Claude. It's like, and I'll actually show you that and then I'll come back to the website. So, as I've already said, we were paying for an existing tool here, but I'll open up my Claude chat. So, this is the whole chat. I linked it in the slides. So if you wanna read my whole chat with Claude on specing out the sponsor portal that I built, go for it. I actually think it's a super important step if you are gonna vibe code your own simple SaaS app. Is to write the spec first. And actually, that was a pro tip from Jason M. Lemkin, is to write the spec first so that it's kind of like bounded. It knows its parameters, it knows what it's gonna do, and it's not gonna go crazy on like trying to self-validate and do like a bunch of crazy features that maybe would break and that you don't need. But also in the new spec, make sure you have, you know, basic AI features and tooling. Make sure that anything I put in is gonna be able to have that functionality. You know, like, let's benefit from AI. Like, let's build that into the platform where the other one didn't have it. And then certainly you can see it's here first. I was like, most importantly, it needs to have single sign-on. So whatever you write for the spec, needs to keep that in mind that like it's going to be a single sign-on tool. I literally said to Claude, you know, I want to keep it open since our, since our customers have people that are going to work on their, work on their event sponsorships with like their agencies. That's super common, right? These are really big companies. So with sometimes some are startups and so sometimes it's also like the CEO or like their, their chief of staff is on it. And so I wrote that onto the spec. You can read it all there when you're bored later, but I think it's a good format to always write the spec first, or, um, to be able to do, and then like, you know, have a conversation with it of like, okay, does this look good? Mine looked pretty good, be one. Uh, so I was like, okay, this looks like what I want. And so that was the first thing I did before I went into, in this case, these screenshots are from Replit. So then I took what I wrote with Claude as a spec and I put it into Replit. And I, you can see when I very first started, I said, how can I add true single sign-on? Not like faux single sign-on. Sometimes if I'm coding apps, like it'll do stuff that's not real. So I'm like, true single sign-on, make it actually real. And I wanted to do this 'cause as simple as it sounds, actually our old third-party tool we were using for this didn't have persistent single sign-on. So like if I sign on, if I sign into our previous application of this and I, you know, submitted a bunch of stuff to SaaSr and then Jason logged in, let's say to the same instance, he wouldn't see what I did. For some reason it wasn't persistent. So that part had always kind of annoyed me. And so I was like, oh, I want to do true single sign-on across the org so that, you know, we only gate things that we need to. Anybody from our agency can do it, but also, you know, make it smart enough where like if they join and it's their company domain org that anybody can join. Because the other annoying thing we had to do with our old platform is like me or Wendy, who's on our production team, or David would literally have to invite somebody anytime they needed to add somebody to their instance. And I was like, why? This is the age of AI. Like, can't you just look up their domain, see if they're a sponsor, and then like let them in the org? People. And the answer was yes. Yes, it could do that. And so that's where, again, I used a mix of Cowork to help me think through this as well as the Replit agent that is just in the agent to say, okay, what can I use to tackle single sign-on? They have a, it's not a native integration yet, but I think it's coming. And they use a tool called Clerk to tackle single sign-on. And I was like, okay, let's do it. So I had to sign up for Clerk and then my chat's really long after this, but this is how I go through building true single sign-on and some light AI features into this app that we were previously using. So yeah, this is what it came out with. I think part of where I used Cowork a lot too for this tool specifically, I was also like, okay, you've now ingested and written the spec for the new portal. Great. I already gave that to you, my vibe coding app. "Um, now take all the information from this year and put it into this portal. Like, help me rewrite it so that I can give it to the Replit agent to put into this portal so I don't have to copy paste a million freaking times. Like, just do it for me." And then the other thing I did was actually, um, made this a lot smoother and a lot faster. I just gave— on Cowork, um, because it's on my machine, I already had all the contracts, right, of all of our current sponsors, all of our current customers. For South Triennial this year, and I said, work in this folder, go through each contract, and like, this is what you're gonna need to do to create this like app. And I, I, I told Claude specifically, write it in a way that a Viya coding app will understand it, 'cause I'm gonna give it to the Viya coding agent. Like, I'm basically gonna output with you as an agent and give it to another agent to deploy. And it said, okay, I'm ready. And it worked in my you know, on my machine in this folder, it went through all the, it went through all the contracts, et cetera. And it, and it came out and I told it to look for a few specific things. I was like, one, you know, make sure you're capturing the company, their URL, et cetera. Two, make sure you read each contract to see how many sponsor passes they have, because this is important for registration. And that's like one of the first things people do when they log into the sponsor portal. I was like, two, see how many customer passes they have. See if they have any speaking stuff, and then also tell me what day they sign so that I know what order that they'll be in for booth selection, because that's what we use for booth selection. It did that in, I want to say it took like an hour because there's a lot of, there's a lot of contracts they have to read. They're a little complicated and I checked it. So maybe a little less than an hour, but let's just say an hour. It took Claude, GoWork, an hour to do that. And then I told Claude, okay, great. Like all the data looks good. Now go into our event registration platform because I had it open on my browser. I was like, just click into it and start creating the codes. It started making the codes on its own. Again, probably took another like, whatever, 20 minutes to do that. It went through everybody, made their codes. I was like, great, now make all of their customer nomination passcodes and all their promo codes and all that. Everything I just did there with like Claude Go Work in a couple hours, we used to do with a human. We'd be like, hey, Check the sponsor list, check our contract, like go into each contract one by one, read it yourself, put it on Zibenzbo, tell them how many tickets they have, create the promo code, and then email it to them, because back in the day, our old tool we were using couldn't ingest unique codes like this, so when I click this one, it goes to like a Saastr code, and when, you know, a different sponsor clicks theirs, it goes to their sponsor code. I'm not going to show you their codes so that you don't use them, but, um, it goes to their unique registration code for them. And so I was like, that literally used to take us a day and Claude just wiped it out and, you know, he knocked it out in like an hour or two. Like, what a champ. So it was super interesting, right? I was like, I know this is something that AI could feasibly do a little bit better. It also like made this entire timeline of what we do. It made our campus map more interactive so that when sponsors come in here for the first time and get a lay of the land, they know exactly like, okay, what are the, what, what, what do these clouds mean. Like, if you're a first-timer, it's probably a little hard. So I'm gonna add all these widgets so that you could see what they are. Pretty cool. And so there's a lot of other stuff in there. Like I said, you can feel free to go to sashasponsors.com. That's what we built. May not be relevant to you. Well, if you're coming to SaaStr, it's still got like the days and times on there. I think it's just interesting to click through it and see what is feasible and possible as a now forward-facing app. I'll say my biggest fear I had when I was, I like tested, I would say it took me like an extra half day on SaaS Responsers to deploy just because I was testing everything so much. I was like, I have not done, again, I'm not an engineer. I've not done single sign-on ever before in my life. It was the first time I'm doing it. So I want to make sure it works. I would like sign in as like different emails. I'd be like, okay, let me try to submit something there and do something here. I was like, I don't know, it worked. Like I don't know. I was like, this single sign-on is working. Like, could it be that we've built a better ride coding tool than what we were using previously? And this is the first iteration of it, right? Like, it's February. There's still some time to SaaStr, so we're gonna build a few more things into the SaaStr sponsors. But it was, again, I don't know if I could have done it without the cowork element involved. Maybe it would've taken me a lot longer. I also got like a little bit stuck at one point with single sign-on. And it was like, try to tell Replit to do this. Well, okay, I told it and then it worked. So it did help a lot as like my buddy for me to get this all done. But what's the catch, right? And then we'll do Q&A. So I think I mentioned it at the top, but you know, biggest catch here is again, if you're just starting to explore live coding, if you're in one of those 3 buckets of you haven't really built out an app or agent yet that is to this level of sophistication. I wouldn't feel embarrassed in any way by that. Like, this was a fairly— it's still simple on the surface, but was still a little bit more complicated to deploy. And so I don't think I could have done it, you know, 9 months ago. This is only having built other apps into production, different websites, different things that are now out there in the universe that I knew— I knew feasibly it could be done. If I just solved this single sign-on thing. And so that was the biggest risk. And so I spent a little bit more time on that. That was the majority of my time is making sure that would work and then programming it and then doing a bunch of extra testing because I was like, I don't want to send this to 100 sponsors and then I get 100— I was like, my worst nightmare is I buy code this thing, I send to 100 people and they're all like, Amelia, I can't log in or I can't do this or my registration code is wrong. Or it told me I was a platinum and really I'm a gold. Like I had so much fear that it was gonna get some of this wrong. Then I spent extra, extra, extra time testing it and I was like, I don't know, man. I've tested it all I could. Like it's working. Like it, it works. And so then I, I sent it to like 12 sponsors. I was like, let me send it to 12 people, see if it works. And then they were submitting, there weren't any issues. I could see what they were submitting cuz I also built, I also told the app to build me a what I call a super admin backend, so I can see anytime somebody submits anything, which is super cool, which the other tool didn't have. And so this was really, again, it was a scary situation, but one where I was like, okay, I've tested it enough. I just have to ship it to the first 12 people, see if anything breaks, and then go from there. But it was honestly my worst nightmare to be like, if this doesn't work, I'm just gonna, I was like, you know what, I'm just gonna go back to the other tool if it doesn't work, 'cause I can't deal with like, 1,000 emails that they can't get into the park. Because the benefits will not outweigh the cost. But yeah, the other thing is like, I do keep futzing with it, which I need to not. Like, there are other things I want to build into this portal where I'm like, oh, what if we did this and what if we did that and what if we— like, now that all the basics work and they're working fine and they work well, I'm like, there's all these other things I want to do now, but I actually need to stop futzing with it. It's hard to do that, I think, to some degree because it's also a little bit detrimental to my time. I'm like, I just need to, again, this is not something I would be doing if I just bought an off-the-shelf tool. Like some of them are how they are, right? Like you can do some additional agent training and you could do new campaigns or whatever, but you're not futzing with the actual like app and the backend itself. So I was like, I'm just gonna stop because I have to. So, it happens. So all of that to say, can you really buy code and apps? Into production, you can, but obviously with a lot of asterisks and daggers there. It should be something simple. It should be something where, you know, you have something either proprietary or stuff like this where you can't find an off-the-shelf solution. Again, if you boil down the things we've done with it, which are, you know, websites, valuation calculators, now this SaaS sponsors one, which is basically a project management tool if you think about it. It's not super comp— like, they are complex, but they're not complicated in the sense that, like, feasibly, yes, you can do these things. Again, versus, like, trying to buy-code your own. I'm not going to try and buy-code my own CRM and, like, recreate 10 years of data and touchpoints and who opened this email and when. Like, that's too complicated. I'm not going to— sometimes it's just not worth the trade-offs of, you know, buying Salesforce versus building something like this. I think too, why we've bought versus built a lot of things we use is a lot of these third-party tools, at least today, are, you know, they're compliant, whatever you need. Some, some of you only like SOC 2 or whatever, or ISO, whatever. They're secure, right? Your data is safe. Like, this is, again, neither of these two tools I've built recently are storing like super proprietary data. So, to some degree there's a— there's probably a little bit of risk there, but it's worth the trade-off because it's not the— anything is not the end of the world there. Again, it's not like table stakes. And typically too, these apps that we've bought and have, you know, we, we have an FDE at each of these and that's not unique to us. That's just, you know, how these products work in this day and age. Most folks will pair you with an FDE to get it going and to help you run it and deploy it, which again, for a time perspective, has a lot of benefits too. Somebody who knows how to do this fully, I'm going to let them do it. Like, I'm going to spend, you know, once a week with them. Like, I spend once a week with like qualified agents in Hayden Forest, but I'm like, hey, it's, you know, 15 minutes. Here are things I'm kind of looking for our agents to do. They go off and do it and then we come back. Like, I'm not spending the rest of my week trying to fuss with these agents all day long because they can't. Like, there's other things to do.

One, one Captain Obvious point though, To cap all this up, obviously everything, the quality of these apps you can create yourself is accelerating. If you, if you haven't done it or don't get it now, actually now's the best time to start live coding, right? If you have to, right? The next best time is probably next week because the pace of acceleration is so great. Stating the obvious, I asked Claude what the value of Amelia's time was. And Claude said, depending on how you calculate it, between $1,000 and $2,000 an hour. That's her time. Now that we're so— such a lean team with so many agents, so few humans. So there's no economic justification for software costs to building these apps, right? You can buy them for $10,000. Like, it makes no economic sense. So you have to really need something that you can't buy today. It's, it's almost beyond the 90/20 rule. If your time is— if you're, if you're, if you're working in, in Tulum, or Bali and you're just futzing around, I don't know, your time might be worth $5 an hour. I don't know. But this is something we had to build for— someone built that's worth $1,000 to $2,000 an hour. You have to be careful to bound your time. You have to be careful to not futz. Um, but, but, but that's, uh, that's the bar for us to build something versus buying something. Um, it is not economic. So then, yeah, that's what Claude said. Um, but it is worth it because these are high-impact things where we get extremely high value out of an AI VP of marketing. And a sponsor portal that will interact and manage $10 million of revenue and make that process infinitely better than it's been the last 10 years. Like infinitely better with AI. So those are two thoughts, but we can go to questions from there.

Yeah, it's fine. Like somebody asked me yesterday, they're like, hey, would you white label the stats response? Or something like that.

No, I think it's a good— I think it is. But then you have to support all the customers. You have to do all the writing. The, the future, the future of vibe coding actually. Um, and we've worked closely with the Replit team on this. It, it is early, is now that you can really build these things for real. And when we started on Replit last summer, and it was true of Lovable and Bolt and others, it was very hard to get something into production. It was, you could, if you've watched my journey now, if you, if you put in the time and you have some familiarity with how to build software, you can build most apps that you want to. It's, it's radically better. So the next frontier is maintaining them. And all the stuff, if you talk about vibe coding, it's about building, getting going. And, and we're going to have a whole replit vibe code at SaaStr AI 2026 in May 12th through 14th. We'll help you build apps and come. It'll be fun. You can build your own B2B app together. It will be very unique and we're going to promote that all. And we're going to have a whole day called SaaStr Deploy on the 12th, just about deploying agents. We're going to teach you how to do all of it and get you into production. But now that you can actually build these apps, who's going to maintain them for the next 5 years? So white labeling sounds fun, but for us, if we couldn't make millions from it, it wouldn't be worth doing the customer-facing side. And so let's get to more questions. But the interesting frontier, not to get distracted, is who will maintain these apps? And the— now that we have 10 or 20 agents running and probably 10 apps we've built ourselves, it's us, right? And so the maintenance goes more and more to the top. So issues to work on in 2026, but very interesting.

Yeah, I do hope one of my agents, probably Clark, can get good enough to manage the others a little bit more.

It's a dream right now. No matter what action you take, it's a dream right now.

It doesn't, you know, sometimes it's, it relates to the first question that we have. Sometimes he times out, like, even on my Mac. I'm like, what? Like, I'm on like the beefiest MacBook Pro you can have. Like, maybe I need to move to a Mac Mini in a closet, but, um, sometimes he'll time out on my machine. I'm like, dude.

Yeah, yeah, but the app does, but these apps don't time out.

Yeah, yeah. So it's just a little funny. Okay. The first question from Kelly is what percentage of SaaS companies are you seeing now get hit with the current market conditions? That's probably a better question for you, Jason. Are you able to share anything about your conversations with folks in the SaaS community on what makes them successful to avoid some of the kind of market reaction lately?

Well, well, look, the market reaction is brutal. I mean, Shopify had an incredible quarter they just announced while we are doing this. Growing 30% at, I think, $12 billion in revenue. And it's, it's the, you know, the market did— it's down 10.4% today. It's brutal out there. And what can you do? Well, first of all, we're— we'll— on 20VC with Harry and Rory, we have Michael Cannon-Brookes, the CEO of Atlassian, coming to talk about it live. We recorded it yesterday. So listen on Thursday to that pod. It's pretty good because Mike talks a lot about this, practically speaking. His response is there's nothing he can do. He's got to go with it. He's got to motivate the team and get them through it. It's like, you know, Atlassian beat the quarter. It's reaccelerating at $5 billion in revenue and it trades at 4x ARR. Like, our world that we know doesn't really work if Atlassian gets 4x ARR or if Shopify growing 30% at $12 billion falls 10.4%. The world that we've grown up in the last decade doesn't really work well. And you really can have two options. You can sort of hope and pray that we get back to the old days. I think that's what most startups are doing. When I get investor updates from folks that aren't that AI forward, that are still single product, they're just kind of hoping that things will get better because they're not publicly traded. But the simple answer is you have to get AI budget. You have to grow faster. That is what the world's saying. It's hard. Cry me a river. Like, you have to grow faster every single quarter. And if you're not in B2B, you're not getting AI budget. You're not changing the world. We had to build the sponsor portal because the dated crappy SaaS B2B products weren't, weren't agent level. They weren't disruptive. Um, but the one we built is disruptive. Now hundreds and hundreds of human hours are going away because AI can handle the sponsor portal. That's what you have to build. Something that good, or it's going to get canceled like this $10K product we just aren't renewing. They may not even know yet because we've ghosted them. We don't need them. There's no chance to save the deal. We've already built our own. That's happening to folks. You're either at the cutting edge of AI or you're getting displaced. And the question is just, what's the speed? If all your customers are on 5-year contracts, you can hide if you want. Um, but everyone, you, you, there is no middle ground anymore. That's the best advice I can tell you. And then one last thing I would say to founders on this, uh, I wrote this on Twitter yesterday and then I'm gonna have a longer post on SaaStr. Ask yourself, good. Calmly use your own product. Is your jaw dropping? Is your jaw dropping? Almost every— if anyone that has even a couple million in revenue up to billions, at some point your product was a jaw dropper or you never would have gotten there. You utterly changed the lives of a stakeholder, of a customer. They didn't buy you because you're 1% better. They bought you because you were, you were jaw-droppingly better, at least for some niche use case. Be honest. In the age of AI, are you as jaw-dropping as Claude? And if you're not, that's why you're decaying. And you've got to find that jaw-dropping AI moment where your jaw drops that your AI agent is so good you can't believe that was even possible 6 months ago. That's how you're going to build a $10 billion company today, or you're going to end up trading at 1x revenue. There's nothing in the middle. So ask yourself honestly, would you renew your own product today? Would you pay more for your product than last year? And would your jaw drop if you're exposed to your product? Are you trying to ram something through with a decaying sales and marketing team that is not a jaw-dropper anymore? That is not a wow moment. Where's your wow moment from AI? They're all over the place. All the SaaS or AI tools we put up on saster.ai/agents are— they're, they're, they're wow that your jaw drops when you use them. Right? Uh, you know, Sam Blan launched a tool, Monaco. It's our next AI SDR tool. Like, we don't need another one. It launched today. You can find links to it on our agent page. It's even better than the other ones. You know what it does with this Monaco one? Like, it finds your ICP, it calls them for you, and sets up a phone call or a meeting for you directly. You don't even have to do any cadences or anything. It literally sets up meetings for you in your calendar for real that have been confirmed with a human. I mean, that's a jaw-dropper, isn't it? Amelia didn't even believe how good it was until she saw it. And it's a jaw-dropper. You want to pay $50K, $100K for a jaw-dropper? Yes. Do I want to pay $200 a month for another crappy project management tool? No, that's today.

Yeah, I give them— I have just to tie it all in, right? Like, I think the big thing that took me over the edge the last 2 weeks was like, I was like, okay, it's time to redeploy our sponsor portal. But again, the one we've used has zero AI and that killed— I was like, I can't, I can't be SaaS or AI and deploy something that has no AI in it. Like, that's just one, totally terrible that they haven't done at least the very basics with AI. But it's funny 'cause after I showed it to you, Jason, I think you made the comment like, well, what about these other apps? And you named a couple other ones where I was like, honestly, I feel like I could start to rebuild those. Maybe not till after annual, but there's a few now that I'm like literally looking at where I'm like, they fall into the same bucket of they have not benefited from AI at all. There's just no new AI features, there's nothing good about it, there's no benefits to it. I'm like, you know, I'll probably move off those 2 or 3 other tools we named next because there's no benefit to staying. Like, there just really isn't. So yeah, Monica's the newest agent we're going to— we've, we've already started using it. We just got onboarded last Friday, so we'll check in in like another week or so and tell you guys where we're at on it. Sam, who you guys might have known from Brex, who was the CRO there, launched this tool after, you know, going through this very frustrating process on his own of, you know, trying to wrangle human SDRs and VP of sales and other folks to do outbound. But also when you're starting out and you're less of a, less of a, you know, maybe name brand as Brex became and then got bought. You may have problems at the early stage filling your pipeline, right? If you're at super early stages, you may have nothing in your CRM. And so Monica's really cool. We're actually using it for a very unique use case that I think is not— it's totally not the recipe, but the tool's pretty good. And the fact is like, you gotta let me use it. I was like, Deli, what do you have? Don't you already have like 3 or 4 sales agents? I was like, yeah, but this one's so good, but you gotta let me use it because I have— I was like, I have another use case for it. Like I I have another part of sales and go-to-market that's not being tackled that I want to tackle with this agent, and then this agent can go deep on that. And so, um, I'm pretty stoked. I'll go to the next question. That's Monaco. You guys should check it out. It's monaco.com. They actually own that domain. Um, that's an interesting story, but maybe we'll have Sam on next time to talk about that too. Okay, got the last question here. Let me get back to our chat. Someone asked if we've been looking at OpenClaw, um, or ClaudeBot. Do you want to quickly explain that, Ren, is on?

We haven't. I get why engineers are interested. Let me— simple answer: it's not interesting to us today. And maybe breaking guardrails and having rogue agents running around is just not something we need. I get it's very interesting. And we built a— yeah, we built, we built an app called RenAI. You can use it. It runs autonomously and has extended memory. So I get the appeal of it, but it's really not for what we want to do, which is, you know, GTM type stuff. Anything that needs to run autonomously, we can just have an app run autonomously. We can just have these apps that we built on Replit run 24/7. It's really not— I'm not saying it's not exciting, But we're not interested in breaking guardrails. Actually, what's more important for us is making sure the guardrails work. Exciting. But today we don't need this stuff. Like, it's not that I'm not interested. We're all over Molt book. You can watch the things our agent wrote about buying $400,000 of watches that we didn't ask for and other things which are all sort of fake that our agent wrote. And we've built versions of it. But I know I just, I just, I just think that what's much more exciting is just, just having well-guardrailed agents that know your data cold and can run on their own. That's all we need today. So I'd say we move on to the next question. Thanks.

Yep. This question from Steve was, you mentioned that some of your web page apps are public-facing. What are you doing currently to protect the live-coded apps and tools from attacks? How have you tested this?

Look, I think it's a great question, and I think it's something that the platforms, you know, First of all, this— I'll give you, I'll give you two simple answers. One, the platforms have gotten better. They all do basic security scans when you launch an app now. They look for private keys you've embedded in the code. They look for other things. They do a lot of the basic stuff, which is helpful. Two, one way or another, what you should do with the agents now is they're pretty good. You can do this in Claude code, you can do it in Replit, you can do it in Lovable. Is ask them to do the deepest security audit possible on your app at least once every month or two. And they're pretty good at it. And it will—

it—

I'm not saying it's perfect, but it's better than most probably low-end developers would do if you had an outsourced dev shop. And they'll find an infinite number of issues and it will take you hours and hours and hours and hours to fix them and undo it. And it will overlock your app down. And it will stop you from able to do uploads and it will block your internal APIs and it will drive you crazy. And each time we do an internal security update, it takes about a week to recover, to fix all the stuff we have to fix and unfix and refix. And there are more and more third-party tools. It's a real issue. It's a large issue, and it is not an issue that's fully solved. But the platforms are getting better. And then before you release anything with any customer-facing, at least with the agent, tell them to do the most in-depth security audit possible. And I'm not a security expert, but as a SaaS founder, I've lived so many of the issues. I've been through so many security audits. We've done our own. I think you will get a decent outcome, but it is a— it is an open area.

Yeah. Question related to just our time tradeoffs. Do we have enough time to do everything that we're supposed to do?

We're at the limit. It's a big— it's an interesting issue for the future. It's, it's an interesting issue for your team. I mean, there are better people to build and manage agents than me and Amelia out there, but there's not like so many. And how many folks do you have on your team? Like, who on your team could you hand these apps off to? Who can you hand off your agent management? I'm sure there are folks you are on your team that can do it, but I think honestly, you're probably lucky if 5 to 1% to 5% of your team could— we could offload the management we have. And I think it's a very— it's a challenging issue of how many, you know, we are at the max. We did add Monaco, which we love, but only because it's disruptive, only because it fills a gap that we don't have. Otherwise, we would not add another GTM agent. We're just overloaded with the inputs we have, right? So I think this is an issue that most folks haven't contended with, but we're at— we're at our max and we're going to learn this year how to do it.

Yeah. Okay. With that, so To Jason's point, if you wanna learn more, you know, I use some of the Fastly Annual Branding for the slide deck, but fastlyannual.com will be there in May. We're doing a full deploy day that's new on Tuesday. So content just like this on deploying agents, some of it we'll probably do, but otherwise it's gonna be mostly other folks telling you how to deploy different kinds of agents. They'll go deep, they'll do deep dives. So that'll be exciting. To that, thanks all for joining here. Thanks for the nice comments and all that jazz. And we will do another one of these fairly soon because the world keeps changing every, it seems like every week. So we'll do this soon. But yeah, in the meantime, if you want to know more about the market and stuff, yeah, listen to, it's the 20 BC Podcast that Jason does with Harriet Murray every week. It is Thursday. It drops Thursday morning. You can go to the 20 BC YouTube to watch it. There's a lot of really good insights. There's no politics, um, much like this. So, um, highly recommend listening/watching that one. To. With that, thanks for joining. See you guys next time. Hey, SaaSer, imagine having agents for every support task. One that triages tickets, another that catches duplicates, one that spots churn risk. That'd be pretty amazing, right? HappyFox just made it real with Autopilot. These pre-built AI agents deploy in about 60 seconds and run for as low as 2 cents per successful action. All of it sits inside the HappyFox omnichannel, AI-first support stack. Chatbot, Copilot, and Autopilot working as one. Check them out at happyfox.com/daster.