Uri Haramati

The through-line Haramati's attention sits on one question: what happens to the software estate when the software itself stops behaving like software. As CEO and Founder of Torii, which he describes as the governance platform for SaaS and AI, he works from the premise that the boundary between the two is dissolving [2]. The commercial story behind that position was slower and more ordinary: a year of iteration with 70 free users before Torii had any paying SaaS customers at all, a cold approach that landed Pipedrive, and only then a path to $1M ARR [1].

On how the SaaS stack is being reshaped The forecast is one of churn rather than collapse. Some existing tools disappear outright, and others are absorbed: "Some of them will die or swallowed into a model or another tool" [2]. At the same time the population of tools grows, because whole categories become possible that had no technical basis before. His example is vibe coding tools, which "could not exist in 2020" and constitute "a completely new category" [2]. The practical consequence for anyone tracking a company's software footprint is that the list is not just shifting in composition, it is being fed by categories nobody had a name for a few years earlier.

On agentic AI as the real break The change he treats as decisive is not better answers but action. Models "became greater and greater in in giving us answers, but now they're becoming greater and greater in taking actions and decisions and that's changes everything" [2]. That framing puts the discontinuity at the moment software starts deciding rather than describing, which is also the moment governance stops being an inventory problem, and it sits directly behind his positioning of Torii as covering SaaS and AI together rather than as separate concerns [2].

On the slow road to first revenue The early-stage account he gives of Torii runs against any assumption that product-market fit arrives quickly. The company spent a year iterating with a base of 70 free users before converting to first SaaS customers, with Pipedrive signed through a cold approach, and reached $1M ARR from there [1]. The sequence puts a long unpaid learning period, not an early sale, at the front of the company's growth.

Takeaways

• Expect existing SaaS tools to be killed off or "swallowed into a model or another tool" as the market reorganises around AI [2].
• New categories are appearing that had no prior technical basis; vibe coding tools "could not exist in 2020" [2].
• The pivotal shift is from models that answer to models that take actions and decisions, which "changes everything" [2].
• Torii is positioned as a governance platform for SaaS and AI together, on the view that the lines between them are blurring [2].
• Torii ran roughly a year of iteration with 70 free users before its first paying SaaS customers [1].
• Pipedrive was signed cold, and $1M ARR followed that first-customer breakthrough [1].