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. Over time all of that changes.

AWS 115

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

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. Copy your entire product.

Sales Hiring 210

Sales Hiring Scale Compensation Sales 210

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 356

Sales Hiring Outbound Sales Team AWS Engineering 356

SaaStr

MAY 31, 2023

AWS is seeing this, and so is Snowflake. Also you can see sales & marketing headcount is basically flat, while hiring is almost all in engineering / R&D. So when CFOs and others tighten budgets, they’ll also try to buy less Snowflake. Not none, just less. Growing remains jaw-dropping at 50% at $2.4

Headcount 220

Headcount Scale Sales Hiring AWS 220

SaaStr

FEBRUARY 1, 2021

A Rockstar engineer really is 10x better than the next tier. If you don’t think you need a great VP of Sales, Product, Marketing, Customer Success, and Engineering — then all that all that means is you’ve never worked with a great one. He or she doesn’t have to jump start the engine.

Sales Hiring 278

Sales Hiring Part-Time VPE Scale Sales Recruiting 278

SaaStr

NOVEMBER 8, 2022

Why did sales-driven Qualtrics get to $100m+ in ARR without ever raising a nickel, and generating more than $20m a year in free cash flow ? Does it cost so, so much to host a few million lines of code on AWS? Sales, done right, should be accretive (although expect sales efficiency to ultimately decline post-Initial Scale).

Scale 286

Scale SaaS Banking AWS 286

SaaStr

FEBRUARY 22, 2023

How many sales reps, how much marketing spend, how many engineers will you really need? Worth hiring a sales team, raising some venture capital (even a modest amount). What will your ACV really be? How can that scale over time? What evidence is there that you can charge what you think you’ll be able to?

Scale 228

Scale Sales Hiring Venture Capital AWS 228

Intercom, Inc.

FEBRUARY 26, 2018

by Rich Archbold, Senior Director of Engineering at Intercom. In this battle, I’ve found a secret weapon hidden within one of our core engineering strategies, an idea called Run Less Software. When I say “execute”, I don’t simply mean the engineering challenges of building something. The same is true in software.

Software Review 224

Software Review Outsourcing Services Software Outsourced Development 224

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). In a prior life, Amit also led product and UX teams at Yahoo and Oracle.

AWS 79

AWS AI Advertising Finance 79

SaaStr

MAY 12, 2019

We all know this from AWS and Twilio on down, but Fastly is a visceral reminder. Just 58 sales professionals (vs 151 in R&D/engineering). 34% of engineering team in SF. It’s also a great one to learn from, at $200m+ ARR ($45.5m 5+ learnings for founders: Developers control a lot of spend today.

Outsourced Development 228

Outsourced Development AWS Retention Enterprise 228

SaaStr

FEBRUARY 10, 2023

As Chief Product Officer at DigitalOcean and a developer-turned-entrepreneur, Gabe Monroy shares how founders can avoid the trap of over-engineering products that customers won’t pay for and how to de-risk product development through a simple analogy of candy, vitamins, and painkillers. It didn’t impact sales at all.

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 are a whole crop of coding assistants popping up that can write code and configure infrastructure like Github Copilot and AWS’ Code Whisperer. What does that mean? Foundation models will do that.

Generative AI 272

Generative AI AWS AI Artificial Intelligence 272

Baremetrics

DECEMBER 7, 2023

Benefits of using Expense Categories in SaaS The main expense categories for any SaaS company are: Cost of Revenue Research & Development Sales & Marketing General & Admin These four categories are the standard for describing costs and expenses of any SaaS company from Salesforce to Zoom to your startup. New Gross Margins?

Merchant Services 90

Merchant Services Startup DevOps as a Service SaaS 90

SaaStr

AUGUST 7, 2021

Some investors bet on the best engineering teams. You’re in sales. CEO Doesn’t like Sales — and The Hunt. The converse is, a bad arse hacker/engineer that has also learned to love sales. This is sort of awful. Apologies for the title of this post, and perhaps the post entirely.

Sales Recruiting 339

Sales Recruiting Scale AWS Investment 339

Sylvia Ng

FEBRUARY 17, 2016

Putting together a job description for a Growth Engineer? The below tidbits are taken from 30+ job descriptions for Growth Engineers, all from tech companies such as Asana, Airbnb, AdRoll, Cybercoders, Mircosoft, UXPin, and Zenefits, to name a few. What do all these job descriptions tell us about growth engineering? Innovative.

Engineering 74

Engineering Growth Hacking Scale Social Media 74

CloudGeometry

MARCH 22, 2022

Given that engineering is a core competence in software development, it should come as no surprise that there are plenty of ways to measure. Similarly, there’s a lot to learn from talking to the people who talk to your customers in sales, marketing, and customer success. We’ve written about this before.

DevOps as a Service 130

DevOps as a Service Software Delivery Well Architected Framework AWS 130

Clouded Judgement

MARCH 31, 2023

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. Companies could end up hiring less SDRs but booking more sales demos. What do I mean by this? The list goes on.

Cloud 130

Cloud Sales Hiring AI Headcount 130

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. Okay, Google!

Artificial Intelligence 66

Artificial Intelligence AI Search AI Machine Learning 66

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. Do you need your prospective buyer to connect your tool into their AWS account and then load in a ton of data in order for them to see the product in action?

Development 105

Development DevOps as a Service Software AWS 105

SaaStr

APRIL 26, 2024

When you take the data, you may have a business goal of making more sales or delighting the customer. Historically, Cloud platforms like AWS and Azure help with the sporadic needs of renting a GPU for a few hours for training vs. long-term use, which would cost thousands of dollars.

AI Search 235

AI Search AI Artificial Intelligence Scale 235

Baremetrics

DECEMBER 7, 2023

This helps you to: Reduce human error Override Quickbooks suggestion engine Human error is particularly prevalent with outsourced accountants without a bookkeeper dedicated to your company. Quickbooks suggestion engine can get things right once you have “trained” it a little. This is, overstated hosting costs.

Banking 52

Banking Outsourcing Services SaaS Payments SaaS 52

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

Buffer Resources

AUGUST 16, 2023

Another important detail to note is how Average Sales Price (ASP) and Expenses have changed over time. Our Average Sale Price (ASP) in 2014 was $13, while our total Operating Costs were $3,575,897. Our hosting costs include service providers like AWS, Cloudflare, MongoDb, Twitter, etc. Stripe payments make up 98.5

Merchant Services 75

Merchant Services Payment Services Payment Features Payments 75

Practical Advice on SaaS marketing

JUNE 3, 2017

When they talk about their websites, I find that marketing people fall into two groups: One group thinks their website is awful. If they’re falling short on marketing and sales goals, obsessing about what’s wrong with the website might not be the best fix. The other group is in the midst of re-doing it.

AWS 100

AWS Social Media Acquisition Subscription 100

Tom Tunguz

AUGUST 25, 2015

Sales teams, always looking for an edge, also belong to the early adopter segment and buy CRM and online meetings software. Marketing, engineering and HR follow. Fourth, software serving engineering teams tie collaboration applications for the fastest growing types of SaaS products.

Sales Recruiting 100

Sales Recruiting SaaS Data AWS 100

Intercom, Inc.

OCTOBER 14, 2019

For a long time, I thought my inability to bluff would hamstring me in sales, but now I see it differently. I’ve come to view authenticity as a kind of sales superpower. The old world of sales was akin to a high stakes poker table where buyers and sellers wore dark sunglasses and headphones to avoid tipping their hand.

Software Review 162

Software Review AWS Social Media Machine Learning 162

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. A cloud server, like an AWS EC2 instance, is still a server. Not really.

Cybersecurity 52

Cybersecurity Underperforming Technical Team AWS Scale 52

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 211

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 211

Practical Advice on SaaS marketing

MAY 2, 2011

I'm sure the recent service outage at Amazon Web Services (AWS) had lots of engineers scurrying around, looking for a fix. It's not all bad news First, though, some good news on the reaction to the AWS outage. Good marketers should be prepared to address those concerns, especially in light of the AWS outage.

AWS 100

AWS Marketing SaaS Education 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. Forrester estimates that 75% of world sales flows through indirect channels.

Payments 100

Payments SaaS Payments Payment Solutions Payment Services 100

Intercom, Inc.

JANUARY 12, 2022

. “[Our research] opened up new markets for this product without them having to go through the other kinds of experimentation they were originally planning” After doing a bunch of analysis and digging into it, they realized the videos were too slow in certain countries because of where their data centers or AWS environments were located.

Data 151

Data Airlines AWS Underperforming Technical Team 151

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

InsightOutData

AUGUST 6, 2021

Idea Generation: These visualizations can be as informal as doodles or as complex as collaborative, computerized engineering simulations. Whether it is data from municipal governing bodies or sales figures from a start-up business, or data stored in a CRM and exportable to Excel, datasets in Excel are everywhere.

Data 52

Data Government AWS Communication 52

Frontegg

OCTOBER 14, 2020

Before AWS, engineering teams had to scale their own infrastructure. We are confident that Frontegg is about to revolutionize the SaaS market, like Wix did for Web Development and Gong for Sales.”. Before Kubernetes, DevOps teams were confined to assembling their own container orchestration and management solutions.

DevOps as a Service 52

DevOps as a Service K8S orchestration (Kubernetes) Innovation New CTO 52

ProfitWell

MAY 12, 2020

Both companies provide tools that allow businesses to automate their marketing, sales, and customer service efforts. Google App Engine — Google's cloud platform allows developers to use all the most common development tools in the cloud. AWS — Amazon Web Services is perhaps the most used of the cloud infrastructure options.

Cloud 59

Cloud Azure SaaS Underperforming Technical Team 59

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. 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.

Scale 145

Scale Sales Hiring Construction Education 145