This is a YouTube video titled "Disruptions in Go-to-Market" featuring a monologue by Mark Chabot, co-founder and CEO of Force Equals, recorded in April 2025. In this presentation, Mark discusses the challenges and disruptions in software buying and SaaS sales, highlighting the high failure rates of AI deployments, the complexity of software ecosystems, and the explosion of SaaS options. He introduces Force Equals' AI-driven platform designed to help buyers plan software solutions, connect with experts, and identify the best vendor matches, while also enabling SaaS companies and sales reps to efficiently engage with potential customers. The content is a detailed business and technology-focused talk rather than a multi-speaker conversation.
There's massive disruption that's impacting software buyers today. And on the flip side, there's also impacting SaaS companies that are trying to sell software into businesses. And the big driver for this is there's been a lot of failure in software deployments over the last two years. In fact, last year Gartner said 85% of AI deployments failed. Of the projects that failed, 88% didn't have the right experts on the projects and a full 38% didn't even start with the right requirements to do. Doomed to fail right out the gates. Not surprising. There's a lot more complexity today in the software landscape of most businesses. Back in 2015, there was only eight applications in scope. Today it's more than 447. With that inherent complexity, complex integrations, if I change something over here, what breaks over there? Who are the experts I need to collaborate with so that I make the right decisions, really hard things for businesses to get through. Also, the options are exponentially increasing. Just four years ago there were 25,000 software companies in the world. Today there's more than 175,000 SaaS software companies in the world. With all those increased options, how do I even attack this? If there were 50 software solutions in the single category just in the recent past, now there's more than 350 today. How do I even rationalize that? If I'm a buyer, how do I know what's a good fit, what's not a good fit, and everything sounds the same on the Internet. You're also seeing the shift of search, being human led in Google, transitioning to machine influence where the machine is making decisions before the humans in ChatGPT and an agentic environment where AI agents are making decisions and down selecting and focusing a human on one or two options in the marketplace. So this change has definitely helped helping software buyers. But it's also very stressful for people trying to sell software because the question becomes how do you become the one or two things that are selected and pushed in the direction of by the agent? So things have definitely changed at force equals. What we are doing is we're attacking these changes head on. We've built a AI agent for software solution planning and what it does is we help potential buyers attack the problems, plan the solutions, evaluate options, define those requirements so they can have successful outcomes with deploying software. And while this context is building about those requirements and projects, we're dynamically in real time introducing these buyers into who the experts are that they need to know. So they can expand their horizon and learn what they don't know yet. And also who are the vendors that can provide the exact right fit solutions to solve these problems? Who are those, how do they connect with them fast and efficiently? And our solution really just is very modern, takes an AI centric approach at helping buyers, you know, define the problems in hyper detail, map and collaborate with the stakeholders, really understand their goals and the business case impacts of the decisions they're making. What are resulting requirements that need to be delivered for this to be a project that's successful? And then who are those experts and who are the vendors that they need to meet with this new buyer's journey? The smartest companies are just adopting it, they're buying differently. It's bringing together the buyers and the problems with the experts that they need to know and the SaaS solution vendors that are the perfect fit, excluding everyone else. This is the new way to attack this problem. And if you are a SaaS company, we're also in the platform enabling you the tools you need to express your context about who you are as a business, who your people are, what their expertise is, what your product's capabilities are and the value proposition that you uniquely deliver in the marketplace. We help you express that into this AI infrastructure so, so that you can influence and be part of projects as they're being first defined and as requirements are being dismissed upon that we get you right in the game so that you can be early in those sales cycles influencing decisions early in those sales cycles and positioning your solutions to be what those companies purchase at the end of their journey. And if you're a sales rep that's leveraging our platform, it we make it super easy, you, we pop right up in front of your team members in, right in LinkedIn when there's an opportunity that's a match, a suggested match. We give you context about who you're matching with, why you're matching to them and you can accept or define it. If you accept it, we put you and those buyers together in conversations for you to start your sales cycles. It's, we've, it has a big impact on the financials of how you do lead generation. This is an example of a company that at small software company they spent $813,000 to buy 143,000 clicks that turned into 48 deals. One we do the same thing for about $36,000. So we're saving a company like this over $700,000 in an annual basis, you know, just by adding the efficiency of AI and knowing that you're only getting high quality, you know, pipeline that is a perfect fit for your product with the intent for them to buy from you. So it's having big impact. We've got a lot of folks that are working with us with this platform. We've got really good early traction on delivering great quality, high quality pipeline that's a perfect match for different semaphore solutions in the marketplace. We'd love to work with you. My name is Mark Shabbat. I'm the co founder and CEO here at Force Equals. My email address is Mark M A R C. Force equals AI. Thank you.
