Bigger ACVs Bring Direct Sales Back to Vertical AI — Reversing the PLG/SDR Playbook

Crunchbase News·medium signal

Crunchbase News reports that vertical AI startups, with deal sizes frequently landing in the 6- and 7-figure range, are reviving AE-led, in-person direct sales that didn't pencil under old SaaS economics. Where mid-market SaaS delivered ~$25K ACV and enterprise ~$100K, vertical AI's larger contracts justify investing heavily to win each logo — pushing direct sales further down-market and away from the product-led/SDR-led motion SaaS standardized on.