Pure software-as-a-service (SaaS) companies are vulnerable to being replaced by foundational AI models that can replicate their functionality. A Sequoia partner suggests the defensible model is to become a services company that uses technology as a layer, focusing on implementation, strategy, and human expertise.

Just as YouTube lowered media distribution costs, AI is lowering software development costs. This could shift the SaaS market away from large, one-size-fits-all platforms toward a model where small, elite teams deliver highly customized software solutions directly to enterprise clients.

VCs have traditionally ignored the massive $16T services sector due to its low margins. AI automation can fundamentally change this by eliminating repetitive tasks, allowing these companies to achieve margin profiles similar to software businesses, thus making the sector newly viable for venture investment.

AI allows service-based businesses to operate with software-like efficiency and high gross margins (e.g., 75%). This has created a new category, "Service as a Software," causing a major shift where private equity firms now value these service companies similarly to traditional SaaS businesses.

As large AI models absorb functions of traditional SaaS products, investors and entrepreneurs are shifting focus back to tech-enabled services. Integrating AI deeply into physical services and workflows is now seen as creating more defensible, lasting value than pure software, reversing a years-long trend.

AI is making core software functionality nearly free, creating an existential crisis for traditional SaaS companies. The old model of 90%+ gross margins is disappearing. The future will be dominated by a few large AI players with lower margins, alongside a strategic shift towards monetizing high-value services.

SaaS companies are being disrupted not by better tools, but by AI that delivers the outcomes customers want. The winning strategy is to shift from selling software licenses to selling a guaranteed result, becoming an 'AI-native services business.' This changes the business model from high-margin software to a hybrid with lower but still scalable margins.

Businesses previously considered non-venture scale due to service-based models and low margins, like Managed Service Providers (MSPs), are becoming investable. By building with an AI-first core, these companies can achieve the high margins and scalability required for venture returns, blurring the line between service and product.

In a world where AI makes software cheap or free, the primary value shifts to specialized human expertise. Companies can monetize by using their software as a low-cost distribution channel to sell high-margin, high-ticket services that customers cannot easily replicate, like specialized security analysis.