Dell Technologies Capital: How To Build A Deep-Tech Startup For A Market That Isn’t Ready Yet And Why AI Won’t Kill SaaS

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• Dell Technologies Capital did not time the market for its 2025 exits; it stays focused on backing technically strong founders and lets the market catch up over time.

  60% confidence

• First-mover advantage matters in category disruption but not necessarily in category creation, where later entrants can piggyback on the first mover's market education efforts.

  60% confidence

• SaaS companies unable to transform organically will need to undergo inorganic transformation via acquisitions over the next 6-24 months to gain AI capability and distribution.

  60% confidence

• Invest in what you know.

  60% confidence

• Founders should ask every investor on their cap table for help, regardless of investor type, because 'you don't get what you don't ask for.'

  60% confidence

• The biggest question when evaluating a Series A or B AI investment today is whether the startup's revenue is durable, given a shift from recurring, multiyear-contract revenue to project-based 're-occuring' revenue.

  60% confidence

• Play nice but win.

  60% confidence

• Not all SaaS companies will die from AI disruption; those with smart, effective management that adopt and embrace AI will survive and remain category winners.

  60% confidence

• The winners among AI startups will almost certainly be the ones who figure out distribution first, best, or fastest.

  60% confidence

• AI is disruptive to the SaaS world; it will change how software is built, consumed, and priced, with per-seat pricing likely being replaced by consumption- or outcome-based pricing.

  60% confidence

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