The SaaSpocalypse is Real
February 17, 2026
The death of SaaS has dominated tech news and discussion recently, and justifiably so, household names like Salesforce have already seen their stock price drop almost 30% this year.
Today we’re talking about qualifying a sales lead, i.e. assessing the potential customer’s genuine level of interest. Remember, it’s often someone’s job to engage with lots of potential vendors, so they might seem excited even if they’re just kicking the tires.
So, here’s the 3 criteria you can use to judge a lead’s level of interest:
Do they have a specific date to get started? If a potential customer is really interested in your product, they will likely have a date or timeline they’d like you to meet. If they’re not willing to be specific, or the date is more than 3 months out, it might be a low priority.
Data sources, APIs, other software packages — if your customer is asking if you can connect to their existing tools, that’s a good sign they really do want to integrate your product.
Has the customer shared their budget, negotiated pricing, or accepted your offer? any one of these is an indicator of more serious interest.
If you have all 3 of these criteria in place, you likely have a sale ready to close.
Best of luck out there.
