SaaStr
NOVEMBER 14, 2023
Meghan Gill, SVP of Sales Ops and Sales Dev at MongoDB, shares different consumption-based compensation models that drive the right behaviors. What’s evolved over the years and is driven by hyper-scalers like Google Azure, AWS, Twilio, and Stripe is the consumption-based model. It was creating friction in the sales cycle.
Clouded Judgement
APRIL 11, 2024
It looks at the YoY dollar change in quarterly revenue from the hyperscalers (just looking at Azure / AWS because the data goes back further) going back a few years. If we break this down and look at Azure and AWS independently (graphs below), you’ll see how the AWS “swings” were a lot more volatile.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
SaaStr
NOVEMBER 4, 2021
2 drivers stood out as notable: Customer Acquisition Cost (CAC) and Churn. In terms of Customer Acquisition Costs, “Rule of 40” Qualifiers spent 31% less to acquire a new customer. ” Year after year of lower sales and marketing costs and better customer retention really adds up. After all, 31% + 29% = 60%.
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?
Tom Tunguz
MAY 25, 2017
A beer supplier sells to wholesaler sells to distributor sales to retailers sells to customer. These ELAs enable customers to buy Microsoft products without having to go through procurement, greasing the sales process. The Azure team has built products to leverage that strength.
Clouded Judgement
JUNE 20, 2023
The real headwinds to software (tougher expansion, longer sales cycles / procurement, slower new business, budget crunches / RIFs, etc) started last August. But what we’re really looking for is budgets expanding, shortening sales cycles, less pressure on expansion, etc. This makes it an “easier” comp.
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.
Expert insights. Personalized for you.
161 
Let's personalize your content