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

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. Ready to scale to $100+ million ARR?

Scale 98

Scale Pricing Scaling AWS 98

FastSpring

NOVEMBER 9, 2023

Since 2016, SaaS North has been recognized as THE Canadian hub for rapidly-scaling SaaS founders and their teams. 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.

Merchant Services 151

Merchant Services SaaS Payments Payment Methods Payment Services 151

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 192

Sales Hiring Scale SMB Outsourced Development 192

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: At scale, this is a jigsaw puzzle,” he said. I can leave my horrible sales job making $240k OTE and be a solopreneur.

Sales Hiring 217

Sales Hiring Sales Recruiting Marketing Scale 217

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

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 178

Startup Scale Underperforming Technical Team AWS 178

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. Dale Chang, Operations Partner @ Scale Venture Partners (panel). Patricia Hanna, VP Americas Sales Ops @ Confluent.

CTO 200

CTO Scale New CTO AWS 200

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 313

Scale AWS Consulting Sales Enablement 313

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. Dale Chang, Operations Partner @ Scale Venture Partners (panel). Bonney Pelley, SVP, Strategy + Operations @ New Relic.

New CTO 178

New CTO Scale CTO AWS 178

The Angel VC

FEBRUARY 20, 2016

Call me when it scales.” In it he argues that an eCommerce business with $10 to $20 million in revenues is not that hard to build and also not very valuable. 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

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. Basic marketing and selling at a global scale is becoming easy too. How can your business win market dominance and survive? Money is cheap.

Outsourcing Services 224

Outsourcing Services Software Review Software Outsourced Development 224

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

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

Sales Hacker

DECEMBER 8, 2023

While many gravitate towards major industry events for announcements, Joseph has a hot take (and we love a spicy take): do not announce a major new feature at a major industry conference (such as RSA Conference or AWS re:Invent). Now organizations can customize demos at scale even easier. You will get lost in the noise.

Sales Recruiting 101

Sales Recruiting Generative AI AI AWS 101

Intercom, Inc.

FEBRUARY 13, 2020

This is the final episode of season two of Scale, our series exploring the minds of brilliant leaders and thinkers from the likes of Google, Yelp, and Udemy: folks who have each successfully propelled their company to a new stage of growth. . are all-in on personalization and the massive potential to serve customers more intimately at scale.

Scale 181

Scale Marketing AWS Machine Learning 181

Andreessen Horowitz

APRIL 30, 2024

But I was very confident in my knowledge of the people in the business, very confident in the quality of the platform. Angela: One of the interesting things we notice about CEOs that are able to scale really quickly is that they often sit at the intersection of a few different worlds and are able to bring these trends together.

Payment Solutions 79

Payment Solutions Payments Payment Services SaaS Payments 79

Sales Hacker

MARCH 1, 2019

Sales Engagement: How the World’s Fastest Growing Companies are Modernizing Sales Through Humanization at Scale is a labor of love. I’m so proud to be sending it into the world at just the right time, when it can make a big difference for a lot of sales organizations. Why a Book on Sales Engagement?

Scale 58

Scale Engagement Sales AWS 58

SaaStr

APRIL 26, 2024

Mike and Rudina do a great job of explaining the complex AI terminology for everyday non-technical founders and leaders to understand and apply to their businesses. Because they’ve contributed $40M to their bottom line by bringing AI to their core product and business, and they’re one of the few companies who have. They’ll need GPUs.

AI Search 203

AI Search AI Artificial Intelligence Scale 203

SaaStr

OCTOBER 31, 2019

What I’m going to do is talk a little bit about what we’ve seen over the course of the last year and then also talk about some metrics we track or we encourage our founders to track as they’re building their businesses, and then, lastly, try to go through a few predictions for the next couple of years.

Cloud 100

Cloud Scale AWS Machine Learning 100

Sales Hacker

MARCH 29, 2021

Partnerships are driving more leads and sales than ever before, and this is only projected to grow. PartnerOps (or ChannelOps) is newer than sales and marketing ops , but it is important to driving growth in the age of the ecosystem. Businesses are continuing to streamline their purchasing. Building your partner tech stack.

Payments 101

Payments SaaS Payments Payment Solutions Payment Services 101

SaaStr

AUGUST 8, 2023

Basics: The Building Blocks of the Finance Team To understand how finance teams impact an organization, it’s helpful to break down various functions and how they support the business. Team members are responsible for putting together a company’s financial plan, budgeting, and building a financial roadmap for their business.

Scale 170

Scale Finance Outsourcing Services Sales Recruiting 170

SaaStr

AUGUST 10, 2023

Whether you’re going from nothing to something or already scaling and thriving beyond $10-100M, healthy, sustainable growth in SaaS is on every founder’s mind. Cockroach Labs’ CEO Spencer Kimball shares hard-won lessons from scaling from $0 to $5B and his time as an angel investor for more than 80 different startups. Ideas Are Cheap.

Scale 180

Scale Scaling Sales Hiring Cloud 180

Audacix

JULY 28, 2022

In fact, smart and fast-growing cloud software companies who outperform their peers usually share this common trait: they consistently grow sales and build their brand by turning their security standards into a key differentiator and selling point. It helps to protect your customers' business. Great question. Not really.

Cybersecurity 52

Cybersecurity AWS Underperforming Technical Team Scale 52

Frontegg

MAY 27, 2021

Product-Led Growth (PLG) is a consumer-centric scaling, conversion, and retention philosophy that uses the product itself as the primary growth driver. Besides it’s proven business results, this strategy helps empower end-users to get the best possible product for their needs. Also, there is less pressure on Sales. 8 Typeform.

Payment Solutions 98

Payment Solutions SaaS Payments Payments Scale 98

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Ed Lenta, the SVP and GM of Databricks, had the rare opportunity of scaling three hypergrowth companies — VMware, AWS, and Databricks.

Scale 191

Scale Scaling AWS Sales Hiring 191

Sales Hacker

MARCH 4, 2019

This week on the Sales Hacker podcast, we interview Dan Fougere , CRO of Datadog. Dan is a 20+ year veteran of technology sales and has seen 4 of his last 5 companies become unicorns. Dan talks about the key qualities of great sales leadership and how to be an effective executive in addition to being a great sales leader.

Leadership 62

Leadership Scale Sales Hiring Sales 62

ChurnZero

MARCH 31, 2022

tech ops, AWS, technical support). Sometimes people want to say “uncontrollable” churn to exclude companies that went out of business (but that’s still real churn) or that got acquired (but wait, why couldn’t you upsell the parent company? book of businesses) were divided perfectly fairly. A: So hard.

Customer Success 98

Customer Success Metrics Technical Review Scale 98

OpenView Labs

JUNE 16, 2021

Determining your value, predicting your revenue, and three other common challenges every business must overcome to successfully switch to usage-based pricing. Is Usage-Based Billing the Right Choice For Your Business? Plus, they go into detail about which businesses should not adopt this pricing strategy. Success stories.

Pricing 64

Pricing Scale Forecasting AWS 64

ProfitWell

MAY 12, 2020

Many business owners do not know the difference between these offerings and are therefore unaware of which option is best for their company. Before we can start talking about how each of these choices match with your business needs, we need to define what they are. GSuite — This is Google's suite of software products for businesses.

Cloud 59

Cloud Azure SaaS Underperforming Technical Team 59

SaaStr

DECEMBER 20, 2023

And hundreds of thousands of downmarket businesses that could get value out of ZoomInfo. The intersection that creates friction between these PLG and Enterprise motions is having a large sales team of AE’s who would theoretically capture the free trial signups as a lead, do a demo, and get a sale. So, what’s new at ZoomInfo?

New CTO 240

New CTO Scale Sales Hiring AWS 240

SaaStr

AUGUST 2, 2021

Partnerships drive business and thriving ecosystems for SaaS companies unlike anything else. Aneesa Sayall (VP of Strategic Operations Customer & Partner Org at ServiceNow) interviews Lara Caimi, the ServiceNow Chief Customer & Partner Officer, about the journey to $15 billion and how building partnerships help propel the business.

Outsourcing Services 268

Outsourcing Services Scale Scaling Outsourced Development 268

OpenView Labs

MARCH 16, 2021

SaaS companies exploring a usage-based model need to plan for both go-to-market and operational challenges spanning from pricing to sales compensation to billing. transaction fee and so directly grows as customers grow their business. Some assistance may be required during the sales process.). Selecting the right usage metric.

Pricing 52

Pricing Payments SaaS Payments Payment Solutions 52

SaaStr

DECEMBER 20, 2019

292: Manny Medina is the Founder & CEO @ Outreach, the market leading sales engagement platform that turns your team into a revenue driving machine. In Today’s Episode We Discuss: * How Manny made his way to found the leader in sales engagement from product management at Amazon and Business Development @ Microsoft. *

Scale 139

Scale Sales Hiring Construction Education 139

SaaStr

JUNE 3, 2020

And then I spent a year at Salesforce working on Marc Benioff’s extended leadership team, and really had a chance to learn how important trust can be, and also really learn from Salesforce, from Mark, how do you really build a global SaaS leader at scale? And so, a lot of businesses weren’t really ready.

Software Review 174

Software Review Scale Technical Review SaaS 174

SaaStr

JANUARY 28, 2020

And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. You can’t, you have to invest in that sales infrastructure.”

Sales Hiring 199

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 199