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? So the average enterprise is adding about a hundred SaaS apps per year.

Software Review 178

Software Review Scale Technical Review SaaS 178

SaaStr

SEPTEMBER 28, 2023

In this new SaaStr series called “What’s new at…,” Jason Lemkin chats with WorkOS CEO and founder Michael Grinich about what it takes to be Enterprise ready in SaaS, building vs. buying, and who the stakeholders are in a B2D motion. They offer all the features you need to sell to Enterprise customers. WorkOS is 4.5 No, you can’t.

Enterprise readiness 216

Enterprise readiness Payment Solutions Enterprise Payments 216

SaaStr

OCTOBER 15, 2019

Unlike when selling into SMB businesses that kind of can go from a demo, to a conversion, to a close in a matter of days, enterprise sales is a lot more complicated and it’s hard to navigate through. Yesterday in here, the CMO of New Relic was talking about how they moved to enterprise. Let’s cover the agenda. Thanks Allie.

Underperforming Technical Team 150

Underperforming Technical Team Sales Hiring compliance SMB 150

Audacix

JULY 18, 2022

The competitive advantage comes from the fact that enterprises of all sizes want to see enterprise-ready software. This is true irrespective of whether these said enterprises are building the software or buying it. Naturally, your first choice is likely to be between choosing between AWS DevOps or Azure Devops.

DevOps as a Service 52

DevOps as a Service Technical Review CTO Coach Underperforming Technical Team 52

SaaStr

MARCH 22, 2023

Ed Lenta, the SVP and GM of Databricks, had the rare opportunity of scaling three hypergrowth companies — VMware, AWS, and Databricks. You know they’ll demand your products, so it’s time to show up with the right leadership, support, services, training, and whatever else you decide you’ll need for your business. It wasn’t thoughtful.

Scale 189

Scale Scaling AWS Sales Hiring 189

SaaStr

JANUARY 28, 2020

And I remember being at that Dreamforce in 2009, which was awful. Jason : And two things, I founded EchoSign because we had SMBs and enterprise customers. And some folks would come back and say, “I want to renegotiate because the world has ended,” but enterprise software is budgeted. I mean, literally. We were wrong.

Sales Hiring 204

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 204

SmartKarrot

JULY 27, 2021

Role: Head of Customer Success Location: San Francisco, CA, US Organization: Turn/River Capital As a Head of Customer Success, you will work with the leadership teams at 2 to 3 of the Turn/River portfolio companies to develop and implement retention and growth strategies and build operational best practices.

Development Team Review 10

Development Team Review Technical Review Customer Success Systems Review 10

SaaStr

SEPTEMBER 12, 2019

Enterprise value per revenue is 10X. Enterprise value basically just means how much a company would acquire you for. I’m obsessed right now with three different new startups that I could never invest in because they’re not enterprise software. That’s a lot of money, especially at this scale. Higher multiples.

Investment 100

Investment Underperforming Technical Team Sales Hiring Software Review 100

SaaStr

DECEMBER 14, 2021

The reality was that they were heavily relying on the enterprise deals closed by the leadership team. Even after that exciting third year of growth, leadership at Treasure Data began noticing the lack of product-market fit. Commoditization From AWS & Google Cloud. million and $1.2 million deals led by the founders.

Sales Hiring 257

Sales Hiring Data AWS Leadership 257

SmartKarrot

NOVEMBER 18, 2020

Collaborate as part of the global customer success leadership team to align and solve bottlenecks in a scalable way. Apply here: [link] Role: Strategic Customer Success Manager Location: San Francisco, CA, US Organization: Miro As a Strategic Customer Success Manager, you will manage a portfolio of 25-35 Enterprise customers.

Merchant Services 10

Merchant Services Technical Advisors Customer Success Payment Services 10

SaaStr

AUGUST 10, 2023

They had open cores and created enterprise features around it to protect the business model until it got torpedoed by AWS early on. And big players like Apple want support and not your enterprise features because they want to control costs at massive scales and demand huge amounts of leverage over your product roadmap.

Scale 176

Scale Scaling Sales Hiring Cloud 176

Sales Hacker

OCTOBER 6, 2023

Get your leadership team together, re-evaluate each juncture in your GTM process from customer discovery to upsell, and re-imagine a better way to engage your customers using these new advancements in AI. Enterprise AI startups: Companies focused on safely implementing AI for enterprise-specific use cases, especially privacy and security.

Artificial Intelligence 91

Artificial Intelligence AI Generative AI Blockchain 91

SaaStr

MAY 15, 2020

Finally, before YesWare, she was VP of Sales @ Engine Yard, where she tripled monthly recurring revenue, over the course of her 3+ year tenure, in 3 key leadership roles. How does it differ, in terms of traditional enterprise software, versus open source? Loving our podcast content? How have you seen your sales pipe be impacted?

Sales Hiring 194

Sales Hiring Scale Technical Review Outsourcing Services 194

SaaStr

APRIL 24, 2020

How does John think about the role of leadership in a crisis such as this? Where does John believe many leadership teams go wrong in times such as this? How can leadership teams ensure that a crisis is not self-fulfilling and how can one prevent that mindset? How should we structure content for these virtual events? *

Scale 214

Scale Leadership Strategy Technology 214

SmartKarrot

JUNE 30, 2022

The phrase – Age of the Customer – was first used by Forrester, who defined it as a customer-obsessed enterprise that concentrates its strategy, energy, and budget on processes that enhance knowledge of and engagement with customers and prioritizes these over maintaining traditional competitive barriers.

Acquisition 10

Acquisition Customer Success Technical Review Underperforming Technical Team 10

SaaStr

MAY 14, 2019

Mikkel : Well again, the public cloud, AWS, was the dominant leader. We are seeing platform shifts from how they traditionally run their infrastructure and services and business to seeing them run that stuff on AWS. That is how we kind of think the future of enterprise technology is going to be built. Mikkel : Whew.

Cloud 178

Cloud Sales Recruiting Scale AWS 178

SaaStr

DECEMBER 13, 2019

Most recently Yousuf was the CIO & VP of Customer Success @ Moveworks, the advanced AI built for enterprise providing automatic resolution of IT issues. Most recently, Yousuf was the CIO and VP of Customer Success at Moveworks, the advanced AI built for enterprise, providing automatic resolution of IT issues.

Technical Advisors 153

Technical Advisors Scale Technical Review Payment Solutions 153

SaaStr

JUNE 15, 2021

We’ve done a ton of terrific sessions with the Twilio leadership over the years, including 4 different deep dives with Jeff Lawson, CEO and co-founder. I founded two companies, selling to the enterprise. You’d have an enterprise sales force, a song and dance and maybe some steak. I’m a founder.

Scale 285

Scale Underperforming Technical Team Engineering Wireless 285

Sales Hacker

OCTOBER 7, 2021

Bringing Sales & Leadership with Heart and Ladies Happy Hour to the sales community. I went through a VP of Sales Program with SaaSy Sales Leadership — the moment I realized I didn’t want to be a VP of Sales. She is a Speaker and Hostess for LinkedIn Live. What is one a-ha moment you’ve had in your sales career?

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

Sales Hacker

SEPTEMBER 14, 2021

Our private membership connects you with a network of thousands of like-minded peers and resources, where you can tap into leadership opportunities, training, mentoring, and other services made for high-growth leaders like you. It’s a little bit different, enterprise to SMB, but I think they’re both super important.

Sales Recruiting 79

Sales Recruiting Sales Hiring Marketing Underperforming Technical Team 79

SaaStr

AUGUST 26, 2022

I’m going to get the numbers wrong, I think Amazon has 10,000 open positions out in AWS. In the enterprise, there’s a handful of problems you have to solve. It was rudimentary, and it became enterprise. It solves massive enterprise workflow and issues, but it did not start there.

Sales Hiring 196

Sales Hiring Scale Sales Recruiting Scaling 196

OpenView Labs

AUGUST 5, 2019

One of the biggest reasons I see segmentation fail is a disconnect between leadership and the SDR. Even former SDRs notice this: Speaking from experience, there is enough on the line with enterprise buyers (potential $ earned and reputation) that it makes sense to hire a full-cycle seller to handle everything. Final thoughts.

Sales Hiring 41

Sales Hiring Sales Recruiting Sales AWS 41

SaaStr

OCTOBER 3, 2019

We make early stage Series A investments in both consumer and enterprise companies. And those of us and those of you who are involved in these companies, even the successful ones look an awful lot more like this. They pioneered things like content marketing, thought leadership. And it’s the reaction to those problems.

SaaS 143

SaaS Sales Hiring Scale Innovation 143

Sales Hacker

SEPTEMBER 29, 2020

Vishal Sunak: Thankfully now I have a great sales team filled with great sales leadership. RELATED: How to Close the Enterprise When You’re Just a Startup. I got the infrastructure, I got the AWS bill, don’t worry about it. RELATED: Key Qualities of great Sales Leadership w/ Dan Fougere. Don’t worry about it.”

Scale 107

Scale CTO Hire Scaling CTO Coach 107

OpenView Labs

JUNE 17, 2019

Think about the last time you went to buy something and had an awful experience with a sales rep (in any capacity – the mall, a store, online, or at work). There is a big difference between the Enterprise market and the SMB market. The same applies in recruiting (and let’s be honest, sales too)! How did you feel? Final thoughts.

Sales Recruiting 53

Sales Recruiting Sales Hiring Scale Sales 53

Sales Hacker

OCTOBER 8, 2018

Chris walks us through his habits, his principles, and his system for enterprise sales. The secrets to effective leadership and management. They are now well past $100 million in ARR and one of the most successful enterprise technology businesses to come out of Silicon Valley and, in fact, out of the US in a long, long time.

Scale 65

Scale Sales Hiring Sales Recruiting CTO Hire 65

SaaStr

OCTOBER 16, 2020

So it’s a little bit different in enterprise SaaS, right? And my leadership style as a product leader, and now as a CEO has generally been to nurture teams toward independence and to really do everything I can to infuse the thing that I think we need to do. Harry Stebbings: Terrible metaphor. What is your amuse-bouche ?

CTO Coach 172

CTO Coach Sales Hiring Software Review CTO Hire 172

Sales Hacker

NOVEMBER 10, 2020

And we were definitely at the front of the pack for that, and we were able to have a strong distribution channel for the enterprise. They’re awful. Totally failed leadership by the sales leader, if that’s the case. So between product and the sales, they were just continuing to get interested. Total dog s**t.

VP of Engineering 74

VP of Engineering Scale Development Team Review Technical Review 74

OpenView Labs

MAY 20, 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). Remember when the ability to integrate with another software product was a premium feature, reserved for enterprise-grade packages? Now it’s table stakes.

Scale 70

Scale Startup Technical Review Software Review 70

OpenView Labs

MAY 20, 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). Remember when the ability to integrate with another software product was a premium feature, reserved for enterprise-grade packages? Now it’s table stakes.

Scale 51

Scale Startup Technical Review Software Review 51

OpenView Labs

MAY 20, 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). Remember when the ability to integrate with another software product was a premium feature, reserved for enterprise-grade packages? Now it’s table stakes.

Scale 40

Scale Startup Technical Review Software Review 40

SaaStr

JULY 29, 2020

And I remember like AWS was growing really quickly. And at the time there was a big debate of, “Will big companies ever really use AWS?” And at the end of the day, that’s a leadership decision from founders of saying, “What kind of place do we want this to be for people to work?” As a team together.

Sales Hiring 167

Sales Hiring Outsourcing Services Scale Sales Recruiting 167

SaaStr

OCTOBER 25, 2019

Why does Liat reject the notion of “hands off leadership?”. I think in general it’s only fair to the team, especially to those top performers, for the leadership of that organization to address performance issues as soon as possible. I don’t think leadership is about pure delegation nor about micromanagement.

Sales Hiring 107

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 107

SaaStr

JULY 10, 2020

I’ve held a bunch of technology leadership roles in startups, in rocket ships and turnarounds, including about 10 years at Google, and just over three years leading efforts at Evernote. So over the course of those 20 or so odd years in technology leadership roles. Thank you, Jason and the SaaStr community, for including me.

Scale 182

Scale Sales Hiring Pricing Sales Recruiting 182

SaaStr

MAY 21, 2019

78 times in the AWS … ADABAS was referenced in the Amazon press release and earnings announcement. And frankly, this is one that has taken a while to develop and we’ve all waited for this wonderful horizontal wave of enterprise apps to rival the consumer apps that we all have in our pockets and that we use frequently.

Cloud 166

Cloud Scale Finance Retention 166