Intercom, Inc.

FEBRUARY 13, 2020

Instead, we’re entering an exciting new moment in marketing where AI tools not only have the ability to free up humans to do the best work of their careers, they are helping companies reach their customers in a highly personal and engaging way. Thankfully, no such Armageddon is on the horizon. billion to $3 billion. billion to $3 billion.

Scale 181

Scale Marketing AWS Machine Learning 181

Tom Tunguz

FEBRUARY 25, 2013

This is as true for their books business as their infrastructure business, AWS. Over sushi, a friend explained to me that this strategy might also extend to the way the company views acquisitions. Bezos has explicitly stated this strategy and it’s the one that has led to Amazon’s massive success in many different lines of business.

Acquisition 100

Acquisition Pricing AWS Startup 100

SaaStr

AUGUST 2, 2019

And Salesforce doesn’t seem to screw up its bigger acquisitions. Tableau does not have 80% market share. At least in today’s high multiple market. That’s not Twilio growth, but it’s awfully strong. Mulesoft, ExactTarget, Commerce Cloud/Demandbase, etc. are all doing well. Mulesoft, ExactTarget, Commerce Cloud/Demandbase, etc.

AWS 136

AWS Acquisition Cloud Subscription 136

SaaStr

MARCH 16, 2019

Number 2 is still awfully big in the largest market in all of Cloud: [link]. 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. __. A huge donation, driven by the Cloud: [link].

Cloud 171

Cloud Systems Review AWS Software Review 171

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. in December, unemployment to be 4.0%

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! Marketing Team As our product continues to expand, so does our marketing team. So that’s pretty important.

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. If they’re falling short on marketing and sales goals, obsessing about what’s wrong with the website might not be the best fix. After all, the website is just one piece of the marketing mix.

AWS 100

AWS Social Media Acquisition Subscription 100

OpenView Labs

FEBRUARY 2, 2021

The report’s authors already laid out how to get back to hyper-growth , and their article inspired me to share my predictions for 2021’s most important product marketing trends: 1. 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.

Product Marketing 58

Product Marketing Trends Scale Marketing 58

Baremetrics

DECEMBER 7, 2023

Benefits of using Expense Categories in SaaS The main expense categories for any SaaS company are: Cost of Revenue Research & Development Sales & Marketing General & Admin These four categories are the standard for describing costs and expenses of any SaaS company from Salesforce to Zoom to your startup. New Gross Margins?

Merchant Services 90

Merchant Services Startup DevOps as a Service SaaS 90

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. Clearly, the market winners will pursue the last option.

Startup 100

Startup Outsourced Development AWS Marketing 100

Tom Tunguz

AUGUST 25, 2015

Here’s my stab at that list: CRM, Marketing Automation, ERP, Expense Management, Analytics, Email, Collaboration, Document Storage, Payroll, HRIS, ATS, IaaS, Customer Support, Recruiting. Marketing, engineering and HR follow. I’m curious how much user acquisition occurs on mobile. log in exclusively on mobile.

Sales Recruiting 100

Sales Recruiting SaaS Data AWS 100

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. So if you start an online shop, offer products at a loss, get listed on some of the biggest comparison shopping sites and do some affiliate marketing, you can easily get to tens of millions in revenue.

Scale 192

Scale Scaling SaaS AWS 192

Sales Hacker

MARCH 29, 2021

PartnerOps (or ChannelOps) is newer than sales and marketing ops , but it is important to driving growth in the age of the ecosystem. As a result, more products are being discovered and sold through online marketplaces, like the Salesforce AppExchange and the AWS Marketplace. Keystone Partner Software: the PRM and the CRM.

Payments 100

Payments SaaS Payments Payment Solutions Payment Services 100

OpenView Labs

JANUARY 29, 2020

HubSpot now offers freemium versions of their CRM, Marketing and Sales products. CEO Brian Halligan describes their revamped go-to-market motion as “ a flywheel where the customers are the main driver that pulls new prospects in ” and boasts that half of HubSpot’s new customers use the free product before they buy. Find out here.

Pricing 82

Pricing Payments SaaS Payments Payment Solutions 82

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

ProfitWell

SEPTEMBER 10, 2020

The market is growing at 30% per year. 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.

SaaS Payments 66

SaaS Payments Trends Merchant Services Payments 66

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. These companies aren’t likely to become the market leader anytime soon, but at least they can turn over a decent amount of revenue due to their higher profit margins.

Benchmarks 52

Benchmarks SaaS Sales Hiring Scale 52

OPEXEngine

OCTOBER 17, 2019

High gross margins together with high customer retention rates for a SaaS company at scale contribute to higher valuations, up to 20X or even 30X revenues in today’s market. Heading into 2020, the SaaS market is expected to continue with strong growth. Have SaaS Gross Margins Improved Over Time?

Scale 40

Scale SaaS AWS Revenue 40

OPEXEngine

JUNE 11, 2020

It changes sales and marketing organizations and their execution. 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). Different Models Affect Sales & Marketing.

SaaS Payments 52

SaaS Payments Payment Solutions Subscription Payment Features 52

Andreessen Horowitz

APRIL 30, 2024

But by the time I left and retired last summer in 2023, we were actually a top-quartile software company by revenue in terms of cloud SaaS if we had been listed just in the public markets in the U.S. And if those are successful, which is what the feedback we’re getting from the market, scale those quickly. We sold businesses too.

Payment Solutions 84

Payment Solutions Payments Payment Services SaaS Payments 84

SaaStr

SEPTEMBER 12, 2019

After that I went and led go-to-market at Parse. 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.

Investment 101

Investment Underperforming Technical Team Sales Hiring Software Review 101

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

Sylvia Ng

FEBRUARY 17, 2016

Job Requirements – Marketing Experience. Marketing or related field a plus. 3+ years of experience in product management, user acquisition marketing or similar fields. JOB REQUIREMENTS – MARKETING EXPERIENCE. Minimum 5 years digital marketing experience. Job Requirements – Education.

Engineering 74

Engineering Growth Hacking Scale Social Media 74

Sales Hacker

AUGUST 7, 2020

VP Europe Sales, Presales and Marketing. Vice President of Sales and Marketing. Vice President of Sales, Metro Markets. Team Lead, North America – Global Marketing Solutions. S&P Global Market Intelligence. Sales Manager, SMB New Business Acquisition. VP Sales, Mid-Market. Leadership.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

Practical Advice on SaaS marketing

NOVEMBER 19, 2009

See Rule 4 in the " Ten Essentials of SaaS Solution Marketing. ") I was surprised, though, to hear from these IT professionals about another concern: usability. Marketing professionals, fixated as we are on messages, lead generation and sales enablement tools, sometimes pay less attention to product features and functions than we ought to.

Sales Recruiting 100

Sales Recruiting AWS Compensation User Experience 100

OpenView Labs

FEBRUARY 11, 2021

Offering free usage is par for the course as a SaaS customer acquisition strategy. In other words, if customers are purchasing the product only because of price, either you’re in a commodity market or your feature set lacks competitiveness. 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. I did not unleash our sales force and go to a market of 3000 people to sell the thing we bought because we just can’t satisfy the demand. It will be like AWS, GCP, and Azure. Can they build a better model themselves for that with their data? There are not enough GPUs.

AI 112

AI Enterprise Artificial Intelligence Generative AI 112

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. Early monetization characterizes also the marketing-led growth model. Let's dive in!

SaaS 84

SaaS Acquisition Onboarding Retention 84

Intercom, Inc.

DECEMBER 13, 2018

Once you know exactly what you do well – what you do better than any competitor on the market – you can accelerate. I saw we had the opportunity to do that in London and to do something that will be new for Facebook, in the same way that AWS was a new business model and product line for Amazon and a bet that paid off very well.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

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. For any company to grow, it has to acquire more customers by reaching the right product/market fit. Reduce customer acquisition cost.

Customer Lifetime Value 10

Customer Lifetime Value Scale SaaS Acquisition 10

SaaStr

APRIL 30, 2022

Customer Acquisition Cost (CAC). & Because it depends highly on the product, on the market, what the founders want to do with the company, and on the different types of markets here. Customer acquisition. But also generally pretty high CAC, customer acquisition costs. Or maybe ARR, depending on your model.

SaaS Payments 241

SaaS Payments Metrics Payment Methods Scale 241

SaaStr

MARCH 17, 2023

This can make it difficult for software buyers to determine what is real and what is marketing. That’s a big challenge for vendors because your website is your channel to the market, and how can you add value when buyers don’t trust you? You’ll build trust and differentiate yourself in the market.

Marketplace as a Service 215

Marketplace as a Service Software Review Technical Review Azure 215

Casey Accidental

DECEMBER 11, 2023

In a previous post , I talked about how product work post-product/market fit shifts from zero to one innovation to features, growth, and scaling work. Companies build a deep understanding of how they achieved product/market fit in the first market, and make as few tweaks as possible to adapt the product/market fit to these adjacent audiences.

Payments 113

Payments Scale Payment Solutions Technical Review 113

SaaStr

MAY 14, 2019

Mikkel : Well again, the public cloud, AWS, was the dominant leader. We are seeing platform shifts from how they traditionally run their infrastructure and services and business to seeing them run that stuff on AWS. The acquisition of Base and now the launch of your new CRM platform, Sunshine. Mikkel : Sunshine.

Cloud 195

Cloud Sales Recruiting Scale AWS 195

SaaStr

APRIL 24, 2020

John joined Adobe through the company’s acquisition of Omniture in 2009, where he served as executive vice president of marketing, driving all marketing efforts to strategically advance the industry’s largest standalone web analytics business. So, we saw them and worked with them to develop that enterprise route to market.

Scale 219

Scale Leadership Strategy Technology 219

Andreessen Horowitz

SEPTEMBER 22, 2023

(As a note: while I draw a line in the sand at 20%+ growth in year 6 for high-growth companies, there are plenty of successful, highly valued, more mature companies in the public markets with lower growth and higher profitability.) But it’s not enough to show some possible scenario where your numbers translate into growing 20%+ in year 6.

Travel 114

Travel Forecasting Pricing Scale 114

Outseta

AUGUST 23, 2017

You can’t have a top down budget created by an executive team and approved by the board, while also having self managed teams that are empowered to make decisions by sensing and responding to what the market and the business is telling them. We don’t have any agreed upon budgets, or any sales reps with quotas. Planning is guessing.

Forecasting 52

Forecasting Scale Underperforming Technical Team Technical Review 52