Three-year contracts fell from 28% to 23% of new logos while sub-one-year deals tripled to 13%.

Jason Lemkin's July 24 post tells founders to abandon the multi-year push entirely, citing three-year deals dropping from 28% of new logos in 2023 to 23% in 2026 while sub-12-month contracts jumped from 4% to 13%. His reasoning: AI replacement cycles now compress roughly every 18 months, so a buyer signing three years risks being locked into a category that's obsolete by year two. That's rational procurement, not sales resistance. The prescription is 120%+ NRR, ROI inside 60-90 days, and post-sales investment. He names Datadog and Figma as the exceptions, and only because customers already chose to expand.