SaaSletter - Maybe AI NRR Actually Will Be Great?

DAU, WAU and MAU Are the New Lighthouse Metric in B2B + AI. Harvey’s a Great Case Study.

• Harvey achieved 50% DAU/MAU (vs 10-20% typical B2B) with 12 hours/month per user, driving 6x YoY ARR growth to $190M - proving engagement predicts revenue in AI products
• Traditional B2B ignored engagement because annual contracts and high switching costs masked product death for years; AI products with low switching costs make daily usage the primary retention signal
• The metric shift from ARR-first to engagement-first represents a fundamental change in B2B SaaS evaluation - companies must now track DAU/MAU/hours-per-user as lighthouse metrics, not vanity metrics

Google’s AI search summaries will now quote Reddit

adding human content in stream for AI is smart

• Google is formalizing the 'add Reddit to search' user behavior by integrating social/forum perspectives directly into AI search results
• This signals Google's acknowledgment that users trust peer experiences over SEO-optimized content, representing a shift in search authority
• For GTM teams, this means community presence and authentic conversations in forums/Reddit become more important for discoverability than traditional SEO tactics

Forrester Report Calls for New GTM Approach by B2B Leaders

analysts are always late, so this is kind of obvious, but it does indicate the rapid maturation of new approaches

• Forrester declares 'GTM singularity' moment where AI makes traditional B2B practices (MQLs, gated content, mass email, siloed teams) untenable
• Proposes ARC framework: Augmented (AI agents in GTM), Resilient (dynamic vs annual planning), Collaborative (unified customer view across teams)
• Contrarian positioning: treat buyer AI agents as members of buying committee, supply them with relevant content rather than gate it