Baremetrics

OCTOBER 31, 2021

When you first get started, effectively any hosting setup will do the trick: your application is small, you have relatively few customers, and perhaps (depending on your sales process) expectations around performance and reliability are a bit lower during the beta phase. But eventually you need to decide what stage your business is in.

AWS 115

AWS DevOps as a Service Underperforming Technical Team Development Team Review 115

SaaStr

MARCH 6, 2024

Split Sales Team Managing SMB Accounts Into 2 Teams, One on New Business and One on Upsell It’s interesting to see Okta do this a bit later in life than some, but it makes a ton of sense given the current macro environment. AWS alone generated $175m of contract value for Okta, growing 130%.

Fractional VPE 216

Fractional VPE Part-Time VPE Scale SMB 216

SaaStr

DECEMBER 14, 2023

Their focus on Marketing with Duet AI with Workspace has been a way to open up business in new accounts. Google Cloud Platform, on the other hand, is in a very different set that also competes with Microsoft, but AWS is considered their biggest competitor in the market.

Cloud 238

Cloud Scale AWS AI 238

SaaStr

NOVEMBER 24, 2021

The SaaS sales model seems so well-established, as hundreds of founders build their businesses and raise funding. Mark Roberge, Founder of Stage 2 Capital and Senior Lecturer at Harvard Business School, shares insights from his years of experience into common SaaS sales missteps and how you can avoid them.

Sales Hiring 190

Sales Hiring Scale Compensation Sales 190

Clouded Judgement

APRIL 11, 2024

Q4 earnings season for cloud businesses is now behind us. My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. Is Software Rebounding?

Cloud 177

Cloud Software Azure AWS 177

SaaStr

JUNE 28, 2023

Spending a Hefty 50% of Revenue on Sales and Marketing. They spend a pretty high 50% of all revenue on sales and marketing — and that’s up from last year. Atlassian by contrast spends just 15% of revenue on sales and marketing, one of the lowest of the public SaaS companies. A valuation of 4x ARR?

Scale 196

Scale AWS Scaling Revenue 196

SaaStr

NOVEMBER 13, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Datadog, ZoomInfo, Atlassian, AWS: Epic Growth — But Some Real Headwinds For The First Time. SaaStr 606: Your Real Valuation: How Focusing on Delivering Customer Value Generates Business Value with Gusto Co-Founder Josh Reeves. ?.

Sales Recruiting 223

Sales Recruiting AWS Compensation Enterprise 223

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. And it’s one of the three large cloud vendors that we all know: Microsoft, AWS, and Google. Jabari Norton. Crowdstrike.

Scale 199

Scale Marketplace as a Service Cloud SaaS Payments 199

Clouded Judgement

OCTOBER 28, 2022

Hyperscalers Report Quarterly Earnings This week we saw AWS (Amazon), GCP (Google) and Azure (Microsoft) report earnings. Overall, it wasn’t pretty… AWS grew 28% when expectations were 30-31%. Every week I’ll provide updates on the latest trends in cloud software companies. Follow along to stay up to date!

Cloud 130

Cloud Azure AWS Cost optimization & reporting 130

CloseSaaS

OCTOBER 15, 2015

There is no shortage of awful sales leaders. They cause confusion amongst team members, ignore important business decisions, and lack passion for the profession. When the team is underperforming, bad sales leaders blame everyone else but themselves.

AWS 52

AWS Sales Business Leadership 52

SaaStr

MAY 31, 2024

1: How Sales and Marketing Have Shifted Since 2020 Expectations and the types of people working in SaaS have shifted over the past few years, and much more in sales, marketing, and customer success. . #1: I can leave my horrible sales job making $240k OTE and be a solopreneur. Businesses have to make money.

Sales Hiring 226

Sales Hiring Sales Recruiting Marketing Scale 226

FastSpring

FEBRUARY 22, 2024

Attendees include programmers, artists, producers, game designers, audio professionals, and business leaders. The GDC Expo showcases the latest game development tools and services from leading technology companies such as AWS, Epic, and Google.

Merchant Services 156

Merchant Services Development Payment Services SaaS Payments 156

FastSpring

NOVEMBER 9, 2023

It is the largest in-person event in the country—2,000+ attendees, 800+ companies, and 100+ speakers—along with features such as Betakit Keynote Stage, AWS Pitchfest, Workspaces Tradeshow. The conference is jam packed with networking opportunities too! Schedule a demo now or at SaaS North in person!

Merchant Services 153

Merchant Services SaaS Payments Payment Methods Payment Services 153

SaaStr

DECEMBER 9, 2020

These days, it can really feel like the Old Bag of Sales Tricks is starting to just not work anymore: With maybe 500x the SaaS vendors of 10 years ago, there’s so much noise. Are there categories where outbound sales just doesn’t work? The old sales playbooks of 2009 and even 2019 may not work as well in 2021.

Sales Hiring 355

Sales Hiring Outbound Sales Team AWS Engineering 355

Tom Tunguz

MARCH 8, 2020

Lisa built the channel at Optimizely, which accounted for a meaningful fraction of new business. To make a partnership successful, your startup will need to teach another sales team to sell your product. The sales team asks for more leads. These sales teams go by many names: agencies, system integrators, value-added resellers.

Scale 310

Scale AWS Consulting Sales Enablement 310

SaaStr

MAY 3, 2022

Farrah B, VP Business Operations @ Cribl. Patricia Hanna, VP Americas Sales Ops @ Confluent. Shradha Kothari, Chief of Staff, SVP & GM North America Sales @ Twilio. Jen Dawson @ AWS. Bonney Pelley, SVP, Strategy + Operations @ New Relic. Courtney Pallotta, VP of Marketing @ ChaosSearch.

New CTO 184

New CTO Scale CTO AWS 184

SaaStr

JANUARY 2, 2024

ARR, Zendesk today gets 14% of new business from startups. Some things to think about as you craft your offer are: Does it align with your sales motion? You don’t want conflict with the sales team. At 16 years and $1.6B That’s a pretty significant part of the growth of their company. During SaaStr Annual, Zendesk Sr.

Startup 184

Startup Scale Underperforming Technical Team AWS 184

SaaStr

JUNE 18, 2022

Farrah B, VP Business Operations @ Cribl. Patricia Hanna, VP Americas Sales Ops @ Confluent. Shradha Kothari, Chief of Staff, SVP & GM North America Sales @ Twilio. Jen Dawson @ AWS. Patricia Hanna, VP Americas Sales Ops @ Confluent. Shradha Kothari, Chief of Staff, SVP & GM North America Sales @ Twilio.

CTO 208

CTO Scale New CTO AWS 208

SaaStr

DECEMBER 27, 2023

Customers range from AWS skills-builder platforms with billions of users to Zoom using it for customers and employees. People think you can’t build a business without burning a lot of cash, too. A Misconception: You Can’t Build a Business Without Burning a Lot of Cash This is a common misconception. Let’s dive into it.

Sales Hiring 200

Sales Hiring Scale SMB Outsourced Development 200

Intercom, Inc.

SEPTEMBER 12, 2018

In many ways, how we do business today is a model of efficiency and convenience – people come to our websites and we sell to them. As this mode of business has evolved, however, there are two unavoidable facts that we sometimes prefer to ignore. Redefining the sales cycle. Enabling the best interactions.

Sales 144

Sales Payment Features AWS Subscription 144

Clouded Judgement

SEPTEMBER 8, 2023

” We saw some green shoots in AWS and a few other consumption names, and overall sentiment seemed more positive. Meanwhile, FCF margins stayed quite strong, with a median Q2 FCF margin of 12% Sales efficiency also dramatically improved in Q2. I’ll post a much longer recap soon, but today I wanted to post the highlights.

Cloud 169

Cloud Software Review AWS Trends 169

Sales Hacker

JANUARY 30, 2024

Previously, Amit led marketing efforts at startups like Tact AI (1st AI Assistant for Sales backed by AWS, Microsoft, and Salesforce), HP Inc (next-gen computing) and Spire AI (Human Capital SaaS). Amit Pande is CMO and EVP of Strategy at Aviso AI, a leading revenue intelligence platform.

AWS 81

AWS AI Advertising Finance 81

CloseSaaS

JULY 15, 2019

There’s a certain sales mindset you need to have if you want to succeed. No matter who your prospect is, they’ll have an awful lot of hesitations, about everything from your pricing and features to the date your company was born. You need to overcome all those hurdles in order to close the deal.

AWS 52

AWS Sales Business Pricing 52

SaaStr

MAY 5, 2019

“The sham began in February, when an unknown user with a Chinese IP address and fake phone number side-stepped Zillow’s security measures and toyed with the sale prices displayed on the mansion’s listing.”. Who always wins? “Instead of saying the same thing everyone else was already saying ad nauseum—”It’s easy to use! “New

Cloud 149

Cloud AWS Pricing Revenue 149

CloudGeometry

MARCH 22, 2022

First, SaaS is a business strategy, not a technology strategy. The challenge is to build common ground between business and architecture so as to translate business assumptions into critical technical solution inputs. SaaS business metrics are not hard to find ; we won’t analyze them in-depth here.

DevOps as a Service 130

DevOps as a Service Software Delivery Well Architected Framework AWS 130

Intercom, Inc.

FEBRUARY 26, 2018

In simple terms, in order for a company to succeed they must have a good business idea and be able to consistently execute and evolve that idea better than anyone else. How can your business win market dominance and survive? When I say “execute”, I don’t simply mean the engineering challenges of building something. Money is cheap.

Outsourcing Services 224

Outsourcing Services Software Review Software Outsourced Development 224

SaaStr

FEBRUARY 10, 2023

Tech companies realized that this cloud thing might be for real, but the word on the street was that AWS was too hard and complex for customers to realize its benefits. Candy, Vitamins, and Painkillers Kevin Fong, a VC, said, “We divide business plans into three categories: candy, vitamins, and painkillers. We throw away the candy.

Sales Hiring 130

Sales Hiring Development AWS Engineering 130

SaaStr

NOVEMBER 7, 2023

Within the next 12 months, Adam Seligman, VP of Generative Builders at AWS, believes there will be an inversion of SaaS. There’s an assumption that as a founder or Head of Product, you need a deep understanding of the business domain your users are in — how they think and want to work, regulatory and reporting requirements, etc.

Generative AI 249

Generative AI AWS AI Artificial Intelligence 249

Chart Mogul

NOVEMBER 30, 2023

Analyze our performance and identify problem points Highlight the best performing lead sources Run sales forecasting Facilitate strategic decision-making Run our sales process and communicate with customers In addition, ChartMogul teams use various tools to manage go-t0-market functions, including Zendesk, Customer.io, and Livestorm.

Engineering 52

Engineering K8S orchestration (Kubernetes) Data AWS 52

The Angel VC

MAY 12, 2018

Before reading the S1, I didn’t know if Dropbox has become somewhat more focused on enterprise sales over the years. However, according to the S1, 70% of the company’s 11 million paying users are on an individual plan as opposed to a "Dropbox Business" team plan, so at least 70% of the company’s revenue does indeed come from mice. #4

AWS 187

AWS Scale Subscription Payment Features 187

User Pilot

MAY 10, 2023

Amazon grants its AWS customers access to its recommendation engine to help them personalize their user experience. Types of AI Marketing There are four groups of AI apps in marketing today, including: Source: Havard Business Review. Synthesia helps you create professional videos without cameras, sophisticated microphones, models, etc.

Artificial Intelligence 90

Artificial Intelligence AI Search AI Machine Learning 90

OpenView Labs

FEBRUARY 9, 2021

This is why we’re seeing more and more SaaS companies—Datadog, Twilio, AWS, Snowflake, and Stripe, to name a few—find success with product led growth paired with usage-based pricing. It requires shifts in go-to-market strategy, sales compensation, financial planning, billing, and much more. Then they tell their boss what to buy.

Scale 98

Scale Pricing Scaling AWS 98

Clouded Judgement

MARCH 31, 2023

How Will AI Effect Software Business Models? In particular - how AI will effect software business models. The majority of COGS (revenue less COGS = gross profit) fall in hosting costs (ie AWS), and some customer support. They have massive distribution (installed customers + sales teams), and margin to play around with.

Cloud 130

Cloud Sales Hiring AI Headcount 130

Sales Hacker

DECEMBER 3, 2019

The Data-Driven Sales Manager. The average tenure of a sales VP these days is just 19 months, according to Xactly CEO Chris Cabrera, who expects that number to drop lower as businesses become increasingly data reliant. Here’s how he sees data changing sales management. His response: “Let’s automate to get the data.”.

Sales Enablement 88

Sales Enablement Artificial Intelligence Branding Sales Hiring 88

User Pilot

FEBRUARY 15, 2024

TL;DR Salesforce is a leading CRM platform designed to enhance customer relationships and drive sales growth. Salesforce Inbox, an add-on tool, integrates email and Salesforce functionalities to improve sales efficiency. Its main purpose is to improve business relationships with customers, help retain them, and drive sales growth.

Cloud 105

Cloud Engagement AWS Data 105

OpenView Labs

JANUARY 27, 2021

From these conversations, I learned a ton about what devs are looking for in a software website, in developer documentation, in onboarding, and even in sales interactions. Below, I’ve broken them down into the four biggest mistakes that I see expansion-stage businesses making. They’re busy folks, after all. Hope it’s helpful!

Development 105

Development DevOps as a Service Software AWS 105

Clouded Judgement

AUGUST 11, 2023

The weakness they called out was from larger cloud-native businesses. However, they called out strength when looking at new business (ie net new customer signups). “New logo and new product bookings and deal cycles haven't been impacted by the period of optimization and we continue to see healthy growth on the sales side.

Cloud 130

Cloud Trends Azure GCP(Google Cloud Platform) 130