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

SaaStr

JULY 1, 2020

We can save companies $100,000 on their AWS bill. Everybody wants to save $100,000 on their AWS bill right now. We want to tell anybody that listens, you can save $100,000 on your AWS bill and demos are actually as high as they’ve ever been in late stage tech. Jason, you spent some time talking about like AE compensation.

Merchant Services 262

Merchant Services Scale Sales Recruiting Sales 262

Practical Advice on SaaS marketing

NOVEMBER 19, 2009

Instead these solutions for expense reporting, recruiting, asset tracking, or sales compensation management, for example, are used broadly, not by experts and not on a daily basis. They're not confined to highly-trained, dedicated users with a high threshold for pain. I only hear from them when something's broken.

Sales Recruiting 100

Sales Recruiting AWS Compensation User Experience 100

Tom Tunguz

NOVEMBER 4, 2014

AWS, Twilio, Heroku, etc. Called field sales or outside sales people, their compensation starts at about $250k per year for on-target earnings (OTE - combination of salary and sales commission). So does Expensify, which decreases the time to file expenses. With cost-based pricing, startups mark up the product they sell by some margin.

Pricing 125

Pricing Startup SaaS Payments Payment Methods 125

Sales Hacker

DECEMBER 3, 2019

Show ‘em the Money – Sales reps are incentivized by variable compensation, so use data to drive peak performance. The content that resonates best with buyers discusses issues and tells great stories, says Cameron Tanner at AWS. Companies that lack data typically tell Cabrera, “If there’s data, let’s look at the data.

Sales Enablement 112

Sales Enablement Artificial Intelligence Branding Sales Hiring 112

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

Totango

MARCH 5, 2019

That is, right after they post on social media about the awful company that sold them a bad, unsupported product. If the escalation is so problematic that the customer is seeking compensation, review their purchasing history before extending a compensation offer. Don’t let this happen to your business. Is a refund in order?

Management 59

Management Compensation Software Review AWS 59

OPEXEngine

JANUARY 11, 2022

For example, technology companies like AWS, GCP, and Snowflake offer no contracts for customers interested in using their self-service option or beta-testing the solution. Pay for performance compensation plan. Sales compensation. Ensure the sales compensation plan aligns with the company’s consumption pricing goals.

Pricing 52

Pricing Payment Solutions Outsourced Development Compensation 52

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. AWS takes this a step further by allowing a customer to commit in advance, but still pay for their usage as it happens. Designing sales compensation plans.

Pricing 52

Pricing Payments SaaS Payments Payment Solutions 52

SaaStr

NOVEMBER 13, 2020

A hundred percent of our economics are shared, meaning: Not that every person has the same compensation in the fund, but it’s not that if your deal does better than my deal in given fund, that you’re going to get juiced up and I’m going to get juiced down. .” Amplify doesn’t have attribution for deals.

Sales Recruiting 216

Sales Recruiting Development Team Review Technical Review Sales Hiring 216

OPEXEngine

JUNE 29, 2020

Since these companies aren’t growing quickly, they have to compensate with high cash flow and high EBITDA margins if they want to be seen as attractive. What if your business has a low growth rate? So which profit metric should you use?

Benchmarks 52

Benchmarks SaaS Sales Hiring Scale 52

ChurnZero

OCTOBER 16, 2020

Why would we replicate that awful and uncomfortable experience we have in the B2C world with our B2B buyers? Both the CSM and SE are compensated on the sale, so it’s a team-based approach.”. Enter the Sales Manager. They sit down and start scribbling down payments and interest rates in a two-by-two square.

Scale 98

Scale Customer Success SaaS Payments Sales 98

OpenView Labs

JUNE 25, 2019

For example, if you sell to large enterprises and see long sales cycles supported by a field sales model with highly compensated sales reps who have extended ramp-up time, your business will naturally have higher payback than a product-led company that leverages virality and a self-serve freemium model to target businesses of all sizes.

Scale 40

Scale Development Team Review Software Review Benchmarks 40

User Pilot

JULY 14, 2024

Bonus points : Experience with cloud platforms (AWS, Azure, GCP). Experience with data visualization tools (e.g., Tableau, Power BI). Excellent communication and collaboration skills. A passion for data-driven problem-solving and a strong work ethic. Experience with big data technologies (Hadoop, Spark).

Data 52

Data Technical Review Machine Learning Artificial Intelligence 52

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. Compensation will drive it and have unexpected results. If you want to get rid of the cobras, paying for every cobra killed clearly wasn’t the right behavior to compensate.

Compensation 182

Compensation Sales Azure AWS 182

ProfitWell

SEPTEMBER 25, 2019

One of the most famous lines from Citizen Kane is, “It's no trick to make an awful lot of money, if that's all you want is to do is make a lot of money.” Based on the interaction of salary and commission in your compensation plan , as well as the type of commission you offer (entirely open-ended or capped?

Payments 40

Payments Revenue Payment Methods SaaS Payments 40

SmartKarrot

JUNE 30, 2022

Have a consistent compensation model for customer success teams. Various compensation models can present a related challenge. Losing employees while following a merger and acquisition is normal, whether because of cost-cutting, economies of scale, or the chance to forge a new direction elsewhere.

Acquisition 10

Acquisition Customer Success Technical Review Underperforming Technical Team 10

SaaStr

JULY 20, 2021

It’s a brutal, awful slog in the start. I would say, it’s always good to call out just how awful it is to be a founder, to be an entrepreneur, because that is a unique perspective that you bring to the board room that no one else shares. That sounds like an awful idea,” and then you have to work for it.

Underperforming Technical Team 246

Underperforming Technical Team Sales Hiring AWS Business Model 246

Sales Hacker

NOVEMBER 10, 2020

What’s broken with compensation plans? [26:28]. AJ Bruno: QuotaPath is a dead simple sales compensation tool for sales teams, for ops, for finance, anyone that’s ever struggled with comp plans, struggled with the ins and outs, explaining it, what if I close these deals, we built a tool for you. They’re awful.

VP of Engineering 104

VP of Engineering Scale Development Team Review Technical Review 104

SaaStr

DECEMBER 20, 2019

Befofe that Manny was a Senior Product Manager @ Amazon where he engineered the compensation system for Amazon Associates and Web-Services which accounts for 15% of Amazon’s traffic. If I were to try to sell to AT&T, who is a customer now, or to AWS, who’s a customer now, they actually walked me out the door of AWS.

Scale 172

Scale Sales Hiring Construction Education 172

SaaStr

MAY 3, 2019

Before that Manny was a Senior Product Manager @ Amazon where he engineered the compensation system for Amazon Associates and Web-Services which accounts for 15% of Amazon’s traffic. In this session, Sandy Carter, AWS Vice President will hone your superpower – not of customer focus, or customer driven, but customer obsessed.

VP of Engineering 160

VP of Engineering Sales Hiring Technical Review Development Team Review 160

FastSpring

MARCH 10, 2023

And harder today that we have to compensate for talents. Yeah, what else have you done over the years that have sort of created that culture. Alf Ruppert So we have to calculate, and this is even more true today. But it sounds like you’re more and I know this is true, but but I’d love for you to talk about it.

Consulting 78

Consulting Underperforming Technical Team Interviewing Software 78

SmartKarrot

FEBRUARY 4, 2022

Amazon Web Services (AWS). Amazon, the global marketplace, also offers several other services, one of which is Amazon Web Services (AWS). AWS offers cloud services to businesses. Many companies across industries use adobe tools and services, including marketing, printing, publishing, and digital media. Founded in: 1982.

Marketplace as a Service 10

Marketplace as a Service SaaS AWS Cybersecurity 10

OnStartups

JULY 7, 2021

It's like, okay, you've got an AWS instance somewhere that's costing you. Dharmesh: And there's some value to that, but it doesn't compensate for the opportunity you have. Because it doesn't take that much to. It doesn't really cost that much. So that's the one thing, is that acronyms not good.

Payment Methods 140

Payment Methods Technical Review Software Review Payment Solutions 140

OnStartups

JULY 7, 2021

It's like, okay, you've got an AWS instance somewhere that's costing you. Dharmesh: And there's some value to that, but it doesn't compensate for the opportunity you have. Because it doesn't take that much to. It doesn't really cost that much. So that's the one thing, is that acronyms not good.

Payment Methods 40

Payment Methods Technical Review Software Review Payment Solutions 40

Outseta

OCTOBER 30, 2020

Businesses choose who they do business with, decide on compensation, decide where to invest their dollars, send countless emails, and contribute to causes that many of their employees may not agree with… on a daily basis! In fact, in many ways that’s what a company is! How can you not respect that? I think that’s important.

Leadership 62

Leadership Branding Business AWS 62