SaaStr

NOVEMBER 9, 2019

But they are often just awful managers. This means more employee churn, friction, drama than you need. Stay late with the sales team when they’re trying to close the last deals of the quarter, and take ’em out for drinks after. Turns out, first-time CEOs are often the most successful. Take the team on outings.

Sales Hiring 279

Sales Hiring Sales Recruiting AWS Churn 279

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. Looking at the cohort chart on page 62 of the S1 , you’d expect Dropbox to have a significantly negative net dollar churn rate, i.e. net revenue retention of significantly over 100%. 8 – Weaning off AWS Look at this.

AWS 187

AWS Scale Payment Features Subscription 187

User Pilot

MAY 10, 2023

Amazon grants its AWS customers access to its recommendation engine to help them personalize their user experience. Integrated Machine Learning Apps: These are already existing marketing technologies that integrate ML for specific tasks, such as product recommendations or predictive scoring of sales leads.

Artificial Intelligence 62

Artificial Intelligence AI Search AI Machine Learning 62

Clouded Judgement

AUGUST 11, 2023

The good news is gross retention (ie churn) stayed constant. “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. The weakness they called out was from larger cloud-native businesses.

Cloud 130

Cloud Trends Azure GCP(Google Cloud Platform) 130

ChurnZero

MARCH 31, 2022

tech ops, AWS, technical support). A: I’d ignore early-outs in available to renew (ATR) churn calculations. The other answer: if they’re not a customer, they don’t count in churn; so maybe you don’t count them as customers until the end of the out period. * Q: Should you track partial churn (i.e.,

Customer Success 98

Customer Success Metrics Technical Review Scale 98

ChurnZero

AUGUST 11, 2020

This is a guest blog post by Anita Toth, Chief Churn Crusher. . You and I both know how awful it feels to have someone disregard what we say and focus on their end goal instead. I’ve had a few situations where the person was more interested in the sale than truly helping me find the right solution. This is shocking.

Retention 97

Retention Strategy Underperforming Technical Team Software Review 97

SaaStr

JUNE 3, 2020

And G2 Gives, we partner with philanthropies, we partner with some of our customers like AWS and Google Cloud, who can then make donations for every review, to thank their customers. And here’s some interesting data also, on the challenge for SaaS vendors, for all of us, that we will, a lot … most of us will see increased churn.

Software Review 176

Software Review Scale Technical Review SaaS 176

OpenView Labs

MARCH 4, 2021

Today we know of HubSpot —the maker of marketing, sales, and service software products—as a preeminent public company with a market cap above $17B. The company struggled with poor churn and anemic expansion revenue. Once a customer has churned off the platform, it’s extremely difficult to win them back.

Pricing 55

Pricing Outsourced Development Marketplace as a Service AWS 55

Chart Mogul

JUNE 23, 2022

You might be hard-pressed by your AWS bill but you’re not going to start replacing the engine to lighten the load mid-flight. The last 2 years of SaaS twitter summed up sales into two simplistic formulas for achieving growth: PLG & raising prices. This is one of the tactics SaaS companies use to shore up churn.

SaaS 52

SaaS DevOps as a Service Marketplace as a Service Forecasting 52

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, in turn, helps reduce churn. Churn rate is how many customers are leaving your service in a given period.

SaaS Payments 66

SaaS Payments Trends Merchant Services Payments 66

SaaStr

OCTOBER 31, 2019

It was around that time about 12 years ago that Jeff Bezos launched AWS, and some of you may remember that, when he did this, Wall Street analysts were looking at him and saying, “Why would you take what’s already a very unprofitable business and drive it further into the red by investing in this AWS initiative?”

Cloud 101

Cloud Scale AWS Artificial Intelligence 101

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 200

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 200

SaaStr

MAY 15, 2024

Churn is much higher on consumer subscriptions, but you have higher expansion revenue. If you’re in consumer, how can you go upmarket and get a small cohort of users paying more, churning less, and expanding revenue? B2B is finding more consumers and prosumers paying, and B2C is finding Enterprise and business use cases.

Subscription 263

Subscription Payment Features B2B Mobile 263

SaaStr

DECEMBER 20, 2023

So to serve both segments at the simultaneously, ZoomInfo has been rolling out a Product-led sales motion, that gives the ability for an SMB customer to sign up directly on their website for a free trial and grow into a paid customer, without ever having to talk to an sales rep or go through a demo process. So, what’s new at ZoomInfo?

New CTO 252

New CTO Scale Sales Hiring AWS 252

Chart Mogul

FEBRUARY 19, 2018

There are many use cases for sending data from Segment to ChartMogul, such as: Pushing product usage data to ChartMogul to understand the impact of specific feature usage on churn rate. Pushing marketing campaign data to ChartMogul to understand which campaigns are delivering customers with the highest average sale price.

Data 58

Data Churn AWS Data Integration Services 58

OpenView Labs

DECEMBER 13, 2019

That’s certainly true in developer tooling (AWS), sales and support (Salesforce), MarTech (Adobe), commerce (Square), HR tech (Workday) and even vertical markets (Veeva). Customer success has come to mean a lot more than just churn prevention. It’s a Rough Time to Be a Startup – Here’s What You Can Do About It.

Sales Hiring 52

Sales Hiring Benchmarks AWS Scale 52

OpenView Labs

FEBRUARY 11, 2021

At its core, gross margin (GM) speaks to the relationship between sales and its costs. Understand the levers of costs, also known as cost of goods sold (COGS) or cost of sales (COS). It’s logical, therefore, that spoilage is a leading indicator of churn. For every dollar of product you sell, how much do you earn?

Scale 52

Scale Payment Methods Payment Services Systems Review 52

SaaStr

APRIL 30, 2022

One is your churn. SaaS businesses have churn. Churn, think we’re all familiar with what churn is. Churn defines your average lifetime of your customer. We talked about churn. Five percent monthly churn gives you a 20 month average lifetime. MRR, obviously. Average Revenue per Customer.

SaaS Payments 239

SaaS Payments Metrics Payment Methods Scale 239

SaaStr

OCTOBER 15, 2019

Cold calling to set up demos has never worked for Mapistry, but we’ll share with you some of the strategies that have allowed us to increase our qualified lead flow by more than 400% and increase our sales ops by more than 3x in 2018. Want to see more content like this? Join us at SaaStr Annual 2020. Allie Janoch | CEO @ Mapistry.

Underperforming Technical Team 152

Underperforming Technical Team Sales Hiring compliance SMB 152

SmartKarrot

OCTOBER 17, 2022

Role: Customer Success Director Location: Remote, United States Organization: Vonage As a Customer Success Director, you will maintain a portfolio of accounts with low churn, high adoption, and high health scores. Support the sales process by communicating with prospective clients, as needed.

Customer Success 19

Customer Success Scale AWS Cloud 19

SaaStr

DECEMBER 14, 2021

million revenue quarter…In reality, though, we were still the founder-led sales company.”. A few telling signs started to reveal themselves: Sales, Marketing & Accounts Struggled. No matter what VP of Sales they hired, sales consistently failed to meet their quota. Commoditization From AWS & Google Cloud.

Sales Hiring 267

Sales Hiring Data AWS Leadership 267

Intercom, Inc.

OCTOBER 1, 2020

Sales, marketing, finance, support, and R&D all use the roadmap for different thing. Sales want to sell it, marketing needs to plan for it, finance needs to model it, support needs to be able to explain it, and R&D needs to be excited about it. As you grow functions, the audience for your roadmap widens.

VP of Engineering 165

VP of Engineering Sales Hiring Underperforming Technical Team Engineering 165

Intercom, Inc.

OCTOBER 1, 2020

Sales, marketing, finance, support, and R&D all use the roadmap for different thing. Sales want to sell it, marketing needs to plan for it, finance needs to model it, support needs to be able to explain it, and R&D needs to be excited about it. As you grow functions, the audience for your roadmap widens.

VP of Engineering 165

VP of Engineering Sales Hiring Underperforming Technical Team Engineering 165

SmartKarrot

NOVEMBER 18, 2020

Drive customer success outcomes by focusing on improving an already high retention rate, with less than 5% churn per year. Inspire customer success across the Customer Success department and throughout the company, working with sales, marketing, product, and finance. Ensure Smartly.io Apply here: [link].

Merchant Services 10

Merchant Services Technical Advisors Customer Success Payment Services 10

ChurnZero

OCTOBER 16, 2020

Whether Customer Success or Sales should own the renewal, expansion, and upsell is a hot-button issue in today’s SaaS sphere. That was followed by the undecided (24%) leaving only 13% of participants who voted against the motion (believing that Sales should own the renewal). If you don’t fully understand these cases yet, that’s OK.

Scale 98

Scale Customer Success SaaS Payments Sales 98

Outseta

AUGUST 23, 2017

We don’t have any agreed upon budgets, or any sales reps with quotas. Sales quotas and forecasts can hurt your business… and we’ve all seen it Let me start by saying that I live in the same world that you do, one where it’s nearly impossible to avoid being beaten over the head with messaging citing the importance of goal setting.

Forecasting 52

Forecasting Scale Underperforming Technical Team Technical Review 52

SaaStr

JUNE 1, 2021

Hire the VP of Marketing, MBA, the VP of Sales, MBA, the VP of Customer, MBA, the VP of Engineering, MBA, and now, the odds of any semblance of survival, let alone success, are vanishingly small at this point. It just is, and then when you get them, they churn at a higher rate, and so it’s like the math just doesn’t work.

Part-Time VPE 223

Part-Time VPE Technical Cofounder CTO Hire New CTO 223

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. Needs more pre sales support.

Scale 67

Scale VP of Engineering Sales Hiring Enterprise 67

SmartKarrot

JANUARY 18, 2021

Customer Lifetime Value Increasing customer retention/reducing customer churn Customer account expansion through upsells/cross-sells. While qualitative side includes optimizing the online performance as well driving more efficient marketing and sales operations to lower down customer acquisition cost. Diversify product offerings.

Customer Lifetime Value 10

Customer Lifetime Value Scale SaaS Acquisition 10

User Pilot

APRIL 21, 2023

Churn and retention analyses help teams understand why users leave or stay with the product. Product analysis is the process of collecting, filtering, and analyzing data regarding all aspects of product performance to inform decisions related to product development, marketing, and sales. What is the purpose of product analysis?

Underperforming Technical Team 90

Underperforming Technical Team SaaS Onboarding Retention 90

Sylvia Ng

FEBRUARY 17, 2016

Experience in any of the following: Email marketing, content marketing, PR, affiliates, partnerships, sales, SEO. Work across the stack: mostly Python/Flask, PostgreSQL, JavaScript (React/JQuery/Backbone) and working with AWS. Meet performance goals through user acquisition, improving conversion rate and reducing churn rate.

Engineering 74

Engineering Growth Hacking Scale Social Media 74

OpenView Labs

APRIL 24, 2019

As a recruiter, I hear from many founders and sales leaders regularly about how many salespeople they need and how quickly they need them. And I’ve seen many startups who fail to make this distinction create a cycle of diminishing returns that impacts the trajectory of their growth for the long haul… especially in enterprise sales.

Sales Recruiting 64

Sales Recruiting Sales Hiring Scale Sales 64

OpenView Labs

FEBRUARY 3, 2022

AWS and other infrastructure providers have been using UBP for nearly a decade. It’s clear that faster-growing businesses are taking advantage of more creative pricing models, however, the switch to usage-based pricing can represent a host of challenges from revenue recognition to sales compensation.

Headcount 73

Headcount SaaS Compensation Acquisition 73

ProfitWell

NOVEMBER 5, 2019

For subscription companies, it’s tempting to resort to questionable subscription renewal tactics like these to keep customers around for as long as possible, since churn can be so disastrous to your bottom line. Automatic renewals prevent forgotten payments, which helps improve retention and combat customer churn.

Payment Features 49

Payment Features Subscription Payment Methods Merchant Services 49

Outseta

JANUARY 20, 2020

In this post I’m going to share the most important lessons about growing a SaaS business that I learned at Buildium—collectively, these things had an awful lot to do with the company being valued so highly. In light of the sale of Buildium last month I figured now is as good of a time as any to reflect on the most important ones.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

SaaStr

SEPTEMBER 13, 2020

We’ve all seen AWS and what they’ve done with their platform. They started in the point of sale market, and then as the company scaled, they rolled out new value props and modules for payroll, or Toast capital, or ways to manage your employee base. This is really founder-led sales. It is staggering.

Sales Hiring 158

Sales Hiring Scale Payments Cloud 158

Tom Tunguz

NOVEMBER 4, 2014

Salesforce sells CRM seats based on an aggregate ROI of increased sales productivity for example. AWS, Twilio, Heroku, etc. To be effective, a startup’s pricing strategy must align with its marketing case studies, website messaging, PR releases and sales pitches. Many infrastructure as a service companies do this.

Pricing 114

Pricing Startup SaaS Payments Payment Methods 114