1. TL;DR & Definition Astroturfing is the deceptive practice of masking the sponsors of a message or organization to make it appear as though it originates from and is supported by grassroots participants. In B2B SaaS, this typically involves manufacturing…
TL;DR & Definition Price discrimination is the economic practice of charging different customers different prices for functionally identical software, based entirely on their willingness and ability to pay. In SaaS, this is achieved through clever packaging, opaque enterprise discounting, and…
TL;DR & Definition Proxy wars in SaaS occur when a company funds, supports, or strategically elevates a third-party project, standard, or open-source tool to weaken a primary competitor, without engaging in direct head-to-head combat. It’s the business equivalent of arming…
TL;DR & Definition In B2B SaaS, market manipulation isn't about illegal trading; it's about systematically distorting the perception of a category to make your specific solution appear inevitable. It involves funding proprietary research, creating artificial scarcity, establishing zero-sum analyst narratives,…
1. TL;DR & Definition Sockpuppeting is the creation of a false online identity used for deceptive purposes. In the context of B2B SaaS, it specifically refers to founders, employees, or hired agencies using fake accounts to praise their own company,…
TL;DR & Definition Controlled opposition in the SaaS ecosystem is the practice of a dominant company quietly building, acquiring, or funding a seemingly independent competitor that targets a different market segment or addresses specific grievances of churning customers. The goal…
TL;DR & Definition A Zero-Day Opportunity in business is a fleeting window of time following a massive regulatory change, platform API update, or technological breakthrough where the old rules no longer apply and established incumbents have not yet adapted. SaaS…
1. TL;DR & Definition A False Flag Operation in corporate strategy is a deceptive maneuver designed to look like an attack from an adversary. In B2B SaaS, this highly unorthodox and risky tactic involves a company orchestrating a minor, controlled…
TL;DR & Definition Rent seeking is the act of increasing your share of existing wealth without creating new wealth. In B2B SaaS, this manifests as leveraging monopoly power, high switching costs, or ecosystem lock-in to force customers into paying higher…
TL;DR & Definition Security theater in SaaS is the practice of designing highly visible, often frictionless-increasing UI/UX elements that give users the psychological feeling of robust security, regardless of whether the underlying backend systems are actually secure. It is the…