{"id":19168,"date":"2022-06-23T15:20:44","date_gmt":"2022-06-23T13:20:44","guid":{"rendered":"https:\/\/chartmogul.com\/blog\/?p=19168"},"modified":"2023-08-10T16:37:44","modified_gmt":"2023-08-10T14:37:44","slug":"choppy-saas-waters","status":"publish","type":"post","link":"https:\/\/chartmogul.com\/blog\/choppy-saas-waters\/","title":{"rendered":"Navigating Choppy SaaS Waters"},"content":{"rendered":"\n<p>&#8220;May you live in interesting times&#8221; is a rough translation of a traditional Chinese proverb that is bearing more meaning today than ever in the history of SaaS.<\/p>\n\n\n\n<p>After a brilliant run up to 2022, SaaS valuations got hammered in the public markets lately.<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><a href=\"https:\/\/cloudedjudgement.substack.com\/p\/clouded-judgement-61722\"><img loading=\"lazy\" decoding=\"async\" width=\"1086\" height=\"625\" src=\"https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/SaaS_Valuations.jpeg\" alt=\"SaaS Valuation Multiples Got Hammered\" class=\"wp-image-19169\" srcset=\"https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/SaaS_Valuations.jpeg 1086w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/SaaS_Valuations-300x173.jpeg 300w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/SaaS_Valuations-1024x589.jpeg 1024w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/SaaS_Valuations-500x288.jpeg 500w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/SaaS_Valuations-800x460.jpeg 800w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/SaaS_Valuations-720x414.jpeg 720w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/SaaS_Valuations-300x173@2x.jpeg 600w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/SaaS_Valuations-500x288@2x.jpeg 1000w\" sizes=\"auto, (max-width: 1086px) 100vw, 1086px\" \/><\/a><figcaption>Source: https:\/\/cloudedjudgement.substack.com\/p\/clouded-judgement-61722<\/figcaption><\/figure>\n\n\n\n<p>And with rising interest rates and weakening global demand, it seems like choppy waters are here to stay.<\/p>\n\n\n\n<p>It may sound like doom and gloom but periods like this flesh out what is best in our industry.&nbsp;<\/p>\n\n\n\n<p>So let&#8217;s talk about what you as a founder or a SaaS operator can do to position yourself for a weaker growth environment.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-so-where-are-we-and-what-s-ahead-of-us\"><strong>So Where Are We? And What\u2019s Ahead of Us?<\/strong><\/h2>\n\n\n\n<p>If you tuned into the <a href=\"https:\/\/youtu.be\/ezOIBfZcwbQ\" target=\"_blank\" rel=\"noreferrer noopener\">All-In podcast<\/a> you would&#8217;ve heard a ton of sentiment analysis and commentary from influential VC voices.<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\"><p>\u201cAs soon as survival risk\u2019s on the table\u2026 you really have to act differently &#8211; it\u2019s kinda like the difference between a poker tournament and a cash game\u2026 In a poker tournament players are much more conservative &#8211; because once you\u2019re out &#8211; you\u2019re out\u2026 Whereas in a cash game you can just re-buy.\u201d<\/p><cite>David Sacks, Craft Ventures<\/cite><\/blockquote>\n\n\n\n<p>If we pause and think about the term sheets offered in the last 2 years, the valuation run-up was nothing short of impressive.<\/p>\n\n\n\n<p>But things have started to turn. Some investors are even pulling out of term sheets altogether.<\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-rich is-provider-twitter wp-block-embed-twitter\"><div class=\"wp-block-embed__wrapper\">\n<p class=\"video-container\"><blockquote class=\"twitter-tweet\" data-width=\"500\" data-dnt=\"true\"><p lang=\"en\" dir=\"ltr\">I\u2019ve seen more term sheets pulled in the last month than in the last decade.  <br><br>Just sayin.<\/p>&mdash; Josh Kopelman (@joshk) <a href=\"https:\/\/twitter.com\/joshk\/status\/1526748195258347520?ref_src=twsrc%5Etfw\">May 18, 2022<\/a><\/blockquote><script async src=\"https:\/\/platform.twitter.com\/widgets.js\" charset=\"utf-8\"><\/script><\/p>\n<\/div><\/figure>\n\n\n\n<p>Rising inflation, a high-interest rate environment, and the cooling down of the pandemic-driven demand have all hammered SaaS valuations in the past few months.&nbsp;<\/p>\n\n\n\n<p>SaaS startup growth has taken a hit as well <a href=\"https:\/\/chartmogul.com\/blog\/slowing-startup-growth\/\" target=\"_blank\" rel=\"noreferrer noopener\">as we noted<\/a>.<\/p>\n\n\n\n<p>And the outlook from here on doesn\u2019t inspire much confidence considering the economy outside of tech has issues too.<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><a href=\"https:\/\/www.freightwaves.com\/news\/top-heavy-inventory-hits-walmart-target-and-other-retailers-shares-carrier-demand\"><img loading=\"lazy\" decoding=\"async\" width=\"1632\" height=\"1172\" src=\"https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/Inventories.jpeg\" alt=\"Bloated Inventories Retail\" class=\"wp-image-19177\" srcset=\"https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/Inventories.jpeg 1632w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/Inventories-300x215.jpeg 300w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/Inventories-1024x735.jpeg 1024w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/Inventories-1536x1103.jpeg 1536w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/Inventories-500x359.jpeg 500w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/Inventories-800x575.jpeg 800w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/Inventories-1280x919.jpeg 1280w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/Inventories-720x517.jpeg 720w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/Inventories-300x215@2x.jpeg 600w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/Inventories-500x359@2x.jpeg 1000w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/Inventories-800x575@2x.jpeg 1600w\" sizes=\"auto, (max-width: 1632px) 100vw, 1632px\" \/><\/a><\/figure>\n\n\n\n<p>What was last year\u2019s \u201cinventory shortage\u201d is quickly turning to be an \u201cinventory glut\u201d as companies that double-ordered inventory hoping to get more stuff through and satisfy consumer demand suddenly face less robust consumer spending.<\/p>\n\n\n\n<p>In the SaaS world, that means the consumer-facing apps &amp; marketplace SaaS have a tougher time ahead. B2B is in a similar bind \u2014 a conservative spending approach and a tougher financing environment will affect SaaS spending as well, meaning that we might see things get worse before they get better.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-what-should-you-do\"><strong>What Should You Do?<\/strong><\/h2>\n\n\n\n<p>The question on every CFO\u2019s mind will be \u2014 what can we rip and replace and what is mission-critical? Here are a few thoughts:<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-1-you-should-double-down-on-your-core-product-offering\"><strong>1. You Should Double Down on Your Core Product Offering<\/strong><\/h2>\n\n\n\n<p>This is a perfect time to invest in your user base &amp; core product offering because playing to your strengths will pay off.<\/p>\n\n\n\n<p>So forward-looking PMs and dev teams here should prioritize stickiness of the product more and try to create the conditions where you&#8217;re dealing with real value add product features instead of &#8220;nice to haves&#8221;. In short, the product-market fit needs to be strong to the point where the cost of rip &amp; replace outstrips the savings from cutting the service.<\/p>\n\n\n\n<p>If you think about your DevOps, moving from one cloud infrastructure setup to another is quite a demanding task that requires resources and manpower. Trust us, we did it recently and you can <a href=\"https:\/\/chartmogul.com\/blog\/moving-chartmogul-to-aws-and-kubernetes\/\" target=\"_blank\" rel=\"noreferrer noopener\">read more about our migration here<\/a>. You might be hard-pressed by your AWS bill but you&#8217;re not going to start replacing the engine to lighten the load mid-flight. Although, you might drop the training wheels pretty fast.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-2-dig-deep-into-your-financials\"><strong>2. Dig Deep Into Your Financials<\/strong><\/h2>\n\n\n\n<p>Given the choppy growth environment, how should you position your financials?<\/p>\n\n\n\n<p>It depends on a few things \u2014 your size, burn rate, the time elapsed from the last raise, and the general ability to weather the storm. No one can know how much of your bottom line will be affected as well as what the future financing prospects look like. So a defensive posturing might give you more leeway.<\/p>\n\n\n\n<p>One thing is definitely true \u2014 stakeholders will require more information about your KPIs.<\/p>\n\n\n\n<p>You will want to know more about it, too \u2014 growth might be skewing towards industries where you achieve better product-market fit, and doubling down on them might be a good idea.<\/p>\n\n\n\n<p>The pace of change will matter more than the headline number and focusing on rate change will help you spot inflection points, and improve your forecasting and overall trend better.<\/p>\n\n\n\n<p>If you&#8217;re finding yourselves thinking &#8220;I&#8217;m not sure if we can 100% trust our metrics&#8221; \u2014 happy to get you set up with ChartMogul for comparison &amp; data audit.<\/p>\n\n\n\n<p><a href=\"https:\/\/chartmogul.com\/book-a-demo\/\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>Book your ChartMogul demo now<\/strong><\/a>.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-3-rethink-how-you-sell-going-forward\"><strong>3. Rethink How You Sell Going Forward<\/strong><\/h2>\n\n\n\n<p>The last 2 years of SaaS twitter summed up sales into two simplistic formulas for achieving growth:<\/p>\n\n\n\n<p>PLG &amp; raising prices<\/p>\n\n\n\n<p>While I don&#8217;t expect the PLG trend to slow down, the lower cost overhead of &#8220;burden-less&#8221; no-freemium and bespoke enterprise software might do better here \u2014 especially for companies that can leverage the duration of their multi-year contract offerings compared to those relying on shorter-term subscriptions.<\/p>\n\n\n\n<p>Just looking at Netflix and its monthly user decline, as well as market reaction to it, tells the tale of missed expectations and rapidly shifting sentiment. In times like these, emotions are high and churn hurts more emotionally and materially, and after 2 years of upwards price adjustments, we might be seeing some price concessions in exchange for duration and predictability.<\/p>\n\n\n\n<p>The trick, here again, is not to panic and keep a close eye on your ARPA in all user segments.<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"2560\" height=\"1454\" src=\"https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/ARPA_ChartMogul-scaled.jpeg\" alt=\"ARPA across two segments in ChartMogul\" class=\"wp-image-19170\" srcset=\"https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/ARPA_ChartMogul-scaled.jpeg 2560w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/ARPA_ChartMogul-300x170.jpeg 300w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/ARPA_ChartMogul-1024x581.jpeg 1024w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/ARPA_ChartMogul-1536x872.jpeg 1536w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/ARPA_ChartMogul-2048x1163.jpeg 2048w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/ARPA_ChartMogul-500x284.jpeg 500w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/ARPA_ChartMogul-800x454.jpeg 800w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/ARPA_ChartMogul-1280x727.jpeg 1280w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/ARPA_ChartMogul-1920x1090.jpeg 1920w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/ARPA_ChartMogul-720x409.jpeg 720w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/ARPA_ChartMogul-300x170@2x.jpeg 600w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/ARPA_ChartMogul-500x284@2x.jpeg 1000w, https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/ARPA_ChartMogul-800x454@2x.jpeg 1600w\" sizes=\"auto, (max-width: 2560px) 100vw, 2560px\" \/><\/figure>\n\n\n\n<p>Sales teams will be incentivized to sell longer duration and nurture their best deals even more in an effort to keep growing. While we probably won\u2019t see heavy discounting, the best SaaS companies out there will be able to keep their bottom line and expand in their competitors&#8217; customer base but it will require top-notch, responsive, and proactive Customer Service and Sales teams to onboard &amp; retain your customer base.<\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-rich is-provider-twitter wp-block-embed-twitter\"><div class=\"wp-block-embed__wrapper\">\n<p class=\"video-container\"><blockquote class=\"twitter-tweet\" data-width=\"500\" data-dnt=\"true\"><p lang=\"en\" dir=\"ltr\">I\u2019m getting a fair bit of inbound recently from B2C SaaS companies, offering me significant discounts to switch to annual billing.<br><br>This is one of the tactics SaaS companies use to shore up churn.<\/p>&mdash; coloradotravis (@coloradotravis) <a href=\"https:\/\/twitter.com\/coloradotravis\/status\/1528395016196042754?ref_src=twsrc%5Etfw\">May 22, 2022<\/a><\/blockquote><script async src=\"https:\/\/platform.twitter.com\/widgets.js\" charset=\"utf-8\"><\/script><\/p>\n<\/div><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-4-seek-out-advice\"><strong>4. Seek Out Advice<\/strong><\/h2>\n\n\n\n<p>We&#8217;ve had eleven straight years of SaaS expansion with one of the best bull markets in tech ever. No one is calling for an end to it but if the times get tough \u2014 there are niche communities that help contextualize the situation and let you hear the street talk.\u00a0<\/p>\n\n\n\n<p>If you&#8217;re a salesperson like me, <a href=\"https:\/\/bravado.co\/\" target=\"_blank\" rel=\"noreferrer noopener\">Bravado&#8217;s War Room<\/a> is an online sales forum that recently discussed some of the layoffs in tech people are seeing. The <a href=\"https:\/\/mogul.io\/\" target=\"_blank\" rel=\"noreferrer noopener\">Mogul.io<\/a> community founded by ChartMogul is a great place to chat with other founders and get some advice from your peers.<\/p>\n\n\n\n<p>Lastly, we\u2019re here to help as well. If you\u2019re our customer, reach out to us if you need some perspective on your metrics. If the choppy SaaS waters are here to stay, that\u2019s usually a good time to be curious, data-driven, and strategize the next steps.<\/p>\n\n\n\n<hr class=\"wp-block-separator\"\/>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Further Reading<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\"><li><a href=\"https:\/\/chartmogul.com\/blog\/slowing-startup-growth\/\" target=\"_blank\" rel=\"noreferrer noopener\">Yes, SaaS Startup Growth Is Slowing Down<\/a> by Sid Jain, ChartMogul<\/li><li><a href=\"https:\/\/www.youtube.com\/watch?v=vBkzm4a7iY4\" target=\"_blank\" rel=\"noreferrer noopener\">Operating During a Downturn<\/a> by David Sacks, Craft Ventures<\/li><li><a href=\"https:\/\/www.epbmacroresearch.com\/blog\/what-is-a-recession-are-we-in-one-now\" target=\"_blank\" rel=\"noreferrer noopener\">What Is a Recession &amp; Are We in One Now?<\/a> by Eric Basmajian, EPB Macro <\/li><li><a href=\"https:\/\/www.sequoiacap.com\/wp-content\/uploads\/sites\/6\/2022\/06\/Forecasting_Sequoia-Capital-2022.pdf\" target=\"_blank\" rel=\"noreferrer noopener\">Forecasting and Scenario Planning<\/a> by Ravi Gupta, Pat Grady, Sequoia Capital<\/li><\/ul>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;May you live in interesting times&#8221; is a rough translation of a traditional Chinese proverb that is bearing more meaning today than ever in the history of SaaS. After a brilliant run up to 2022, SaaS valuations got hammered in the public markets lately. And with rising interest rates and weakening global demand, it seems &hellip;<\/p>\n","protected":false},"author":85,"featured_media":19183,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[12],"tags":[],"class_list":["post-19168","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-gtm"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v25.8 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Navigating Choppy SaaS Waters | ChartMogul<\/title>\n<meta name=\"description\" content=\"&quot;May you live in interesting times&quot; is a rough translation of a traditional Chinese proverb that is bearing more meaning today than ever in the history of\" \/>\n<meta name=\"robots\" content=\"index, follow\" \/>\n<link rel=\"canonical\" href=\"https:\/\/chartmogul.com\/blog\/choppy-saas-waters\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Navigating Choppy SaaS Waters | ChartMogul\" \/>\n<meta property=\"og:description\" content=\"&quot;May you live in interesting times&quot; is a rough translation of a traditional Chinese proverb that is bearing more meaning today than ever in the history of\" \/>\n<meta property=\"og:url\" content=\"https:\/\/chartmogul.com\/blog\/choppy-saas-waters\/\" \/>\n<meta property=\"og:site_name\" content=\"ChartMogul\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/chartmogul\" \/>\n<meta property=\"article:published_time\" content=\"2022-06-23T13:20:44+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-08-10T14:37:44+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/blogNavigating-Choppy-SaaS-Waters-scaled.jpeg\" \/>\n\t<meta property=\"og:image:width\" content=\"2560\" \/>\n\t<meta property=\"og:image:height\" content=\"1067\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Leonard Eldi\u0107\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@EldicLeonard\" \/>\n<meta name=\"twitter:site\" content=\"@chartmogul\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Leonard Eldi\u0107\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"6 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/chartmogul.com\/blog\/choppy-saas-waters\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/chartmogul.com\/blog\/choppy-saas-waters\/\"},\"author\":{\"name\":\"Leonard Eldi\u0107\",\"@id\":\"https:\/\/chartmogul.com\/blog\/#\/schema\/person\/ff57b3328ec226cdbfb16247c25bc5e8\"},\"headline\":\"Navigating Choppy SaaS Waters\",\"datePublished\":\"2022-06-23T13:20:44+00:00\",\"dateModified\":\"2023-08-10T14:37:44+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/chartmogul.com\/blog\/choppy-saas-waters\/\"},\"wordCount\":1204,\"publisher\":{\"@id\":\"https:\/\/chartmogul.com\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/chartmogul.com\/blog\/choppy-saas-waters\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/blogNavigating-Choppy-SaaS-Waters-scaled.jpeg\",\"articleSection\":[\"GTM\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/chartmogul.com\/blog\/choppy-saas-waters\/\",\"url\":\"https:\/\/chartmogul.com\/blog\/choppy-saas-waters\/\",\"name\":\"Navigating Choppy SaaS Waters | ChartMogul\",\"isPartOf\":{\"@id\":\"https:\/\/chartmogul.com\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/chartmogul.com\/blog\/choppy-saas-waters\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/chartmogul.com\/blog\/choppy-saas-waters\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/blogNavigating-Choppy-SaaS-Waters-scaled.jpeg\",\"datePublished\":\"2022-06-23T13:20:44+00:00\",\"dateModified\":\"2023-08-10T14:37:44+00:00\",\"description\":\"\\\"May you live in interesting times\\\" is a rough translation of a traditional Chinese proverb that is bearing more meaning today than ever in the history of\",\"breadcrumb\":{\"@id\":\"https:\/\/chartmogul.com\/blog\/choppy-saas-waters\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/chartmogul.com\/blog\/choppy-saas-waters\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/chartmogul.com\/blog\/choppy-saas-waters\/#primaryimage\",\"url\":\"https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/blogNavigating-Choppy-SaaS-Waters-scaled.jpeg\",\"contentUrl\":\"https:\/\/chartmogul.com\/blog\/wp-content\/uploads\/2022\/06\/blogNavigating-Choppy-SaaS-Waters-scaled.jpeg\",\"width\":2560,\"height\":1067,\"caption\":\"Navigating Choppy SaaS Waters\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/chartmogul.com\/blog\/choppy-saas-waters\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/chartmogul.com\/blog\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Navigating Choppy SaaS Waters\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/chartmogul.com\/blog\/#website\",\"url\":\"https:\/\/chartmogul.com\/blog\/\",\"name\":\"ChartMogul\",\"description\":\"Get all your SaaS &amp; 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