AWS Compensation Development 
Tom Tunguz
FEBRUARY 26, 2025
Price low to minimize adoption friction, grow quickly, and then move up-market after developing broad adoption. Skimming is less common in the software world because few startups develop a product at launch that will be accepted by the most sophisticated customers (and those willing to pay prices that generate the greatest margin).
SaaStr
NOVEMBER 24, 2021
It’s 2021, but surprisingly, a significant number of SaaS companies still use outdated sales compensation plans. Salespeople are often compensated at the highest rate when they win brand new business, but that might not be good for revenue expansion and might contribute to churn.
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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). Like product development, developing pricing is a never-ending exercise. Many infrastructure as a service companies do this.
SaaStr
JULY 1, 2020
Sam Blond: We have about 80 folks in the sales org, split between sales, development sales and then relationship management. We can save companies $100,000 on their AWS bill. Everybody wants to save $100,000 on their AWS bill right now. Jason, you spent some time talking about like AE compensation. Jason Lemkin: Got it.
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. The takeaway.
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.
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. Don’t they?
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