SaaStr

NOVEMBER 14, 2023

What’s evolved over the years and is driven by hyper-scalers like Google Azure, AWS, Twilio, and Stripe is the consumption-based model. Driving Market Acquisition When designing a compensation plan, you have to decide what behaviors you want to drive. The first might be market acquisition. This is MongoDB’s approach.

Compensation 169

Compensation Sales Azure AWS 169

SaaStr

NOVEMBER 24, 2021

Pothole #5 – Prioritizing Revenue Acquisition Ahead of Customer Value Creation. It can be tough to know the answer to that question, but the indicators should be focused more on the retention side over the acquisition side. . Pothole #4 – Promoting Your Best Salesperson to Manager. When should you scale?

Sales Hiring 210

Sales Hiring Scale Compensation Sales 210

SaaStr

AUGUST 2, 2019

And Salesforce doesn’t seem to screw up its bigger acquisitions. That’s not Twilio growth, but it’s awfully strong. And it means, if you take that growth rate and roll things forward a few years, Salesforce is buying a will-grow-into $3b-$6b business analytics business, that is already the #1 largest player in its segment.

AWS 136

AWS Acquisition Cloud Subscription 136

SaaStr

MARCH 24, 2019

Alibaba is their AWS (or becoming it): The Cloud is better. Billion Acquisition. Goodness : We forget about the OS in the Cloud, but we all need to still deal with things like Windows 7 IRL: One perspective on the Top 25 VCs in SaaS now: Pretty Funny. Clippy was AI before AI: China is a whole different world for SaaS.

Cloud 146

Cloud AWS AI Acquisition 146

SaaStr

MARCH 16, 2019

Acquisition multiples in SaaS/Cloud doubled last year. The Week in Cloud: A look at the stories in Cloud, SaaS, and business software that we found particularly useful and interesting. Big or small. __. Microsoft is doing a strong job of being the alternative for folks simply worried about Amazon. A huge donation, driven by the Cloud: [link].

Cloud 172

Cloud Systems Review AWS Software Review 172

Clouded Judgement

MARCH 22, 2024

And once a customer has paid back the initial acquisitions costs to acquire it, all future streams of revenue can loosely be described as a cash flow annuity. This is why the consumption players (Snowflake, Mongo, Confluent, Azure, AWS, etc) so more variability in the macro slowdown.

AI 183

AI Revenue Cloud Technical Advisors 183

Baremetrics

OCTOBER 28, 2021

If you’ve seen our recent articles on AWS migration, the updated stripe integration and the acquisition of Flightpath Finance, it will come as no surprise to you that our team is getting pretty busy! You may have noticed some exciting things happening here at Baremetrics. Product Team Our product team has expanded by a factor of 3!

AWS 94

AWS Forecasting Onboarding Finance 94

Practical Advice on SaaS marketing

JUNE 3, 2017

When they talk about their websites, I find that marketing people fall into two groups: One group thinks their website is awful. But it’s really just one part of a comprehensive customer acquisition strategy. Don’t blame the website To fix a broken customer acquisition process usually means more than just fixing the website.

AWS 100

AWS Social Media Acquisition Subscription 100

Baremetrics

DECEMBER 7, 2023

You’ll need Cost of Revenue to calculate your Gross Margin, which in turn you need to calculate Customer Lifetime Value (LTV), Customer Acquisition Cost (CAC) Payback Time and to understand your company’s unit economics in general. In QuickBooks, add “Marketing” account as a subaccount of Sales & Marketing.

Merchant Services 90

Merchant Services Startup DevOps as a Service SaaS 90

Tom Tunguz

AUGUST 25, 2015

I’m curious how much user acquisition occurs on mobile. But if SaaS usage trends follow consumer usage - which for some ecommerce and messaging products top 70%+ mobile usage - then mobile will undoubtedly become a critical user engagement and acquisition platform. More than 20% of end users log in mobile; 2.5%

Sales Recruiting 100

Sales Recruiting SaaS Data AWS 100

Chart Mogul

MARCH 2, 2021

How will the acquisition affect you, your co-founders, investors, and other stakeholders? Further reading: How to Prepare Your Startup for Acquisition. Are you part of the acquisition package? Beware, though, your buyer has a vested interest in what you do post-acquisition and might entice you to stay with favorable terms.

Startup 52

Startup Acquisition SaaS Scale 52

Chart Mogul

MARCH 2, 2021

How will the acquisition affect you, your co-founders, investors, and other stakeholders? Further reading: How to Prepare Your Startup for Acquisition. Are you part of the acquisition package? Beware, though, your buyer has a vested interest in what you do post-acquisition and might entice you to stay with favorable terms.

Startup 52

Startup Acquisition SaaS Scale 52

The Angel VC

FEBRUARY 20, 2016

At that point it becomes a lot harder because the next set of customer acquisition channels will likely be much more expensive. Ten years ago, there was nobody who SaaS founders could ask in order to learn how to do, for example, inbound marketing, low-touch sales or customer success.

Scale 192

Scale Scaling SaaS AWS 192

SmartKarrot

JUNE 30, 2022

Customer success is one aspect of corporate SaaS mergers and acquisitions that is sometimes overlooked. During mergers and acquisitions, even the slightest operational change can significantly influence both the staff and the clients. Reasons that make customer success essential during mergers and acquisitions. contact-form-7].

Acquisition 10

Acquisition Customer Success Technical Review Underperforming Technical Team 10

Intercom, Inc.

FEBRUARY 13, 2020

And if you think about AWS, if you think about the rise of cloud data warehousing, that is a big technology change and a big game changer for a lot of companies. . “And so the reason that companies are shifting to the new stack is that CRMs weren’t designed to handle all the click data that’s coming at them.

Scale 181

Scale Marketing AWS Machine Learning 181

OPEXEngine

DECEMBER 7, 2021

It has tended to be used most in infrastructure platforms, like AWS, Google Cloud, and Azure. Companies with the best net dollar retention (NDR) and customer acquisition costs (CAC), two other closely watched SaaS metrics, also tend to rely on usage-based pricing. But that has been changing. Closely watched SaaS metrics.

Subscription 52

Subscription Payment Features Pricing SaaS 52

OpenView Labs

JANUARY 29, 2020

Freemium: It’s About Acquisition, Not Revenue. However, freemium is a really potent acquisition model. There are costs and benefits to the model — is the acquisition cost worthwhile for your company? In their freemium plan, AWS offers a year’s worth of micro instance for free – a time-bound freemium model.

Pricing 82

Pricing Payments SaaS Payments Payment Solutions 82

Tom Tunguz

JANUARY 9, 2013

For example Belkin’s wifi-enabled plugtop “actually makes your house worse” Even the software of the market leader, Apple, is be terrible: “iTunes should die” , “iOS6 Maps is Awful” and as Bijan wrote, every one of the core iOS apps has been replaced with third party software.

Startup 100

Startup Outsourced Development AWS Marketing 100

Sales Hacker

MARCH 29, 2021

As a result, more products are being discovered and sold through online marketplaces, like the Salesforce AppExchange and the AWS Marketplace. Partner acquisition. There are three different types of products designed to enhance partner acquisition. There are five different functions that partner tech can help to optimize.

Payments 100

Payments SaaS Payments Payment Solutions Payment Services 100

ProfitWell

SEPTEMBER 10, 2020

Running your own server to handle your customer's valuable data requires a huge investment to match the same level of security and reliability that comes baked into services like Amazon AWS and Microsoft Azure cloud. This means that growth can stagnate even with large acquisition numbers. Finally, we have customer acquisition cost.

SaaS Payments 66

SaaS Payments Trends Merchant Services Payments 66

ChurnZero

MARCH 31, 2022

tech ops, AWS, technical support). Q: For customer acquisition cost, how far back should the numerator and denominator “lag”? Are you facing a project like a merger or acquisition that requires you to work with new investors or existing investors in a new capacity? BUT NO ONE DOES THAT. Looking for more on metrics?

Customer Success 98

Customer Success Metrics Technical Review Scale 98

OpenView Labs

FEBRUARY 2, 2021

Here’s why: PLG is an end user-focused growth model that relies on the product itself as the primary driver of customer acquisition, retention, and expansion. Content marketing will drive user acquisition. Examples of SaaS companies that have adopted this pricing model: HubSpot, Zocdoc, Salesforce, and AWS.

Product Marketing 58

Product Marketing Trends Scale Marketing 58

OPEXEngine

JUNE 29, 2020

Think of it this way: most SaaS companies have high customer acquisition costs, as you have to invest heavily in sales and marketing in order to realize high growth. Read on to find out more! How does the Rule of 40 work? The Rule of 40 essentially reflects the tradeoff between growth and profit. What if your business has a low growth rate?

Benchmarks 52

Benchmarks SaaS Sales Hiring Scale 52

OPEXEngine

OCTOBER 17, 2019

The main drivers of the cost reductions are: Hosting expense, the primary component of COR, has become more competitive, with extensive use of AWS and other hosting and network services. Better cost management of professional services for companies selling services alongside subscriptions.

Scale 40

Scale SaaS AWS Revenue 40

ChurnZero

AUGUST 11, 2020

Customer retention, along with new customer acquisition, has been challenging for most companies when the pandemic hit. You and I both know how awful it feels to have someone disregard what we say and focus on their end goal instead. The second quarter of 2020 was chaotic.

Retention 97

Retention Strategy Underperforming Technical Team Software Review 97

OPEXEngine

JUNE 11, 2020

SaaS companies have to focus both on new customer acquisition as well as retaining and delighting customers throughout the customer relationship. The product is hosted by the vendor or a 3 rd party (like AWS). In addition, it affects cash flow. It changes sales and marketing organizations and their execution.

SaaS Payments 52

SaaS Payments Payment Solutions Subscription Payment Features 52

OpenView Labs

AUGUST 8, 2019

Freemium can be an amazing acquisition engine, opening the top of the funnel and halving your customer acquisition costs (CAC) during a period where the industry as a whole sees CAC on the rise. Today, 55% of companies value PQLs, but only 23% of companies have actually begun to track PQLs through their acquisition funnel.

Scale 40

Scale AI Search AWS Acquisition 40

SaaStr

SEPTEMBER 12, 2019

At GitHub, I was in the last 18 months coming into acquisition, which is a nightmare, but I was one of 5 people running the company. billion acquisition more so than GitHub. Its product drives the acquisition, retention and expansion. billion acquisition based on sharing. And, wonderful products. So, define it.

Investment 101

Investment Underperforming Technical Team Sales Hiring Software Review 101

Andreessen Horowitz

APRIL 30, 2024

By the way, that’s super important for acquisitions, but also super important for divestitures. We had signed marquee and really distinctive deals with both AWS and Google in the last few years I was at the company. So, I think that was super important. We sold businesses too. And it’s the same thing.

Payment Solutions 83

Payment Solutions Payments Payment Services SaaS Payments 83

Sylvia Ng

FEBRUARY 17, 2016

3+ years of experience in product management, user acquisition marketing or similar fields. Experience with new and current user acquisition. Work across the stack: mostly Python/Flask, PostgreSQL, JavaScript (React/JQuery/Backbone) and working with AWS. Utilize growth frameworks to drive customer acquisition.

Engineering 74

Engineering Growth Hacking Scale Social Media 74

OpenView Labs

FEBRUARY 11, 2021

Offering free usage is par for the course as a SaaS customer acquisition strategy. For example, when coming to a cloud vendor, deciding to be vendor agnostic at the time of product design ensures you aren’t tied down to AWS, Microsoft Azure, or Google Cloud. The signature of such compressions is that they are short term.

Scale 52

Scale Payment Methods Payment Services Systems Review 52

Andreessen Horowitz

SEPTEMBER 25, 2023

Ali: This is why we did the acquisition of Mosaic. It will be like AWS, GCP, and Azure. Can they build a better model themselves for that with their data? Or if they took their data and put it in 1 of the large models, would that always beat what they’re doing? It’s hard and requires a lot of GPUs.

AI 110

AI Enterprise Artificial Intelligence Generative AI 110

Sales Hacker

AUGUST 7, 2020

Sales Manager, SMB New Business Acquisition. Amazon Web Services (AWS). Head of Sales – SMB New Business Acquisition. President & Co-founder. Goose & Gander. Ashley Roberts. Manager, LinkedIn Sales Solutions. Elizabeth Roberts. Cynthia Rodriguez. Managing Partner- Business Sales. Aliisa Rosenthal. Jellyvision.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

SmartKarrot

JANUARY 18, 2021

And to look further, their subcategories are the below ones: Scaling Increase number of customers Diversify products Lower customer acquisition cost Optimize online performance. Reduce customer acquisition cost. The same principle applies to customer acquisition cost (CAC). They are: Scaling Customer Lifetime Value.

Customer Lifetime Value 10

Customer Lifetime Value Scale SaaS Acquisition 10

Practical Advice on SaaS marketing

NOVEMBER 19, 2009

Not only do the IT folks get an ear-load of grief from users who complain that "IT is deliberately wasting our time with this awful system," but they also bear the burden of supporting these end-users. I only hear from them when something's broken. This is the worst job in the company."

Sales Recruiting 100

Sales Recruiting AWS Compensation User Experience 100

User Pilot

JANUARY 26, 2024

TL;DR Product-led growth (PLG) is a go-to-market strategy where the product is the main driver of customer acquisition , adoption, and account expansion. Referral schemes are an alternative method for driving customer acquisition. Both free and paid users need on-demand access to support. How do these growth models differ?

SaaS 89

SaaS Acquisition Onboarding Retention 89

SaaStr

APRIL 30, 2022

Customer Acquisition Cost (CAC). & Customer acquisition. Customer acquisition is basically how much do you spend in terms of sales people, sales team, and in terms of marketing to acquire a new customer. But also generally pretty high CAC, customer acquisition costs. Or maybe ARR, depending on your model. Transcript.

SaaS Payments 244

SaaS Payments Metrics Payment Methods Scale 244