Pete CrosbyCEO, Revelesco · Ask me about delivering predictable, scalable, repeatable revenue.

How B2B SaaS start-ups stay 'mission critical' in times of cost cutting and crisis

10 Mar 2026 · 1 min

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0:45

A CEO of a $20 million B2B SaaS company walks through the SaaS Pyramid: three layers of product offerings. When money gets tight, protect your core platform, cut the add-ons first, and only then trim adjacent features. Stay mission-critical by keeping what clients actually need.

Chapters

If I was the CEO of a $20 million business, the first thing I would do would be to look at my product offering through the eyes of my clients and through the prism of what we call the SaaS Pyramid. Now, you will remember probably that there's 3 layers to the SaaS Pyramid: primary, secondary, and tertiary. And the problem is that most of us are in the tertiary layer. I'll explain what each one of those are briefly, but of course, the goal here When finances are tight, when risk is high, when it's hard to decide what to do, when, when it's— when cash must be conserved, naturally you cut tertiary, you think about cutting secondary, but you probably retain primary. So primary are usually platforms