SaaStr

AUGUST 15, 2020

Recently I was catching up with a good friend who used to be CEO of an enterprise-y SaaS social networking company — and the usage and engagement numbers of his business were just awful. OK, just renew at last year’s price. Well, if we do, let’s get a big price cut if usage isn’t high.

AWS 335

AWS Churn Enterprise Engagement 335

SaaStr

APRIL 14, 2025

Head of AI Dialpad: How to Build AI at Scale GTM/ B2B Speakers: CEO HubSpot Yamini Rangan: Going More Multiproduct, Going More AI, and Going More SMB and More Enterprise CEO Dropbox Drew Houston: DropBoxs Third Act: AI & Content Intelligence CEO Calendly, Tope Awotona Open AMA and AI in 2026 CEO Clio, Jack Newton: Reaccelerating Vertical SaaS to (..)

VP of Engineering 192

VP of Engineering CTO Coach VPCs (Virtual Private Cloud) Scale 192

SaaStr

MAY 16, 2022

So follow AWS, Azure and Google Cloud. Stock prices go up and down, inflation will come down, and interest rates won’t rise forever. Let’s look a whole level up to the real canaries-in-the-coalmine: AWS, Azure and Google Cloud. Enterprise software spending globally was $529B in 2020, per Gartner.

Cloud 286

Cloud Azure AWS Engineering 286

Clouded Judgement

OCTOBER 11, 2024

For software companies, this phenomenon can be a tailwind, as it drives accelerated deal closures and increased sales velocity, sometimes with less price sensitivity from buyers looking to quickly deplete their budgets. Multiples shown below are calculated by taking the Enterprise Value (market cap + debt - cash) / NTM revenue.

Cloud 170

Cloud Cost optimization & reporting GCP(Google Cloud Platform) Software Review 170

SaaStr

DECEMBER 20, 2023

So in Enterprise, they have around 2,000 companies spending $100k or more per year and dozens of companies spending over a million per year. So in Enterprise, they have around 2,000 companies spending $100k or more per year and dozens of companies spending over a million per year. Is it Cheaper or Better to go PLG?

New CTO 305

New CTO Scale Sales Hiring CTO Hire 305

Chargify

AUGUST 17, 2020

However, with the introduction of Events-Based Billing by Chargify, this event-based billing model is now available to small and medium-sized businesses, giving them the ability to offer the same pricing models and bill customers just as precisely as Amazon Web Services (AWS) or the popular voice and messaging platform Twilio.

AWS 98

AWS Payment Services SaaS Payments Payments 98

SaaStr

MAY 12, 2019

A lot of enterprise-grade spend. We all know this from AWS and Twilio on down, but Fastly is a visceral reminder. It’s an almost 100% enterprise play — they have 227 customers spending over $100k a year, comprising 84% of their revenues. Yes, Fastly is a developer-focused platform with $100k+ price points.

Outsourced Development 257

Outsourced Development AWS Retention Enterprise 257

SaaStr

FEBRUARY 21, 2024

AWS can’t support 20 partners equally. When partnering with big folks like Drata does with AWS, you have to bring business to them. Drata was one of three companies mentioned on stage by AWS’ Head of Partnerships because they did the most transactions on the marketplace than any other company. That’s a high value for AWS.

AWS 273

AWS Scale Sales Hiring Marketing 273

Clouded Judgement

FEBRUARY 7, 2025

They each have some of the largest cloud businesses in the world in AWS, Azure and Google Cloud respectively. Multiples shown below are calculated by taking the Enterprise Value (market cap + debt - cash) / NTM revenue. Cloud Giants Report Q4 ‘24 We now have the quarterly reports from Amazon, Microsoft and Google.

Systems Review 146

Systems Review Cloud AI Artificial Intelligence 146

SaaStr

DECEMBER 14, 2021

The reality was that they were heavily relying on the enterprise deals closed by the leadership team. Commoditization From AWS & Google Cloud. The ASP was shrinking, so sales were having difficulty overcoming the objection of comparing prices to competitors. million and $1.2 million deals led by the founders.

Sales Hiring 300

Sales Hiring Data AWS Leadership 300

SaaStr

MARCH 31, 2022

And it’s one of the three large cloud vendors that we all know: Microsoft, AWS, and Google. AWS’s marketplace has seen 1.5 Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies. Azure’s marketplace has over 4 million monthly visitors.

Scale 256

Scale Marketplace as a Service Cloud SaaS Payments 256

SaaStr

MAY 15, 2024

Lesson #1: Maximize the Blurred Lines Between Consumer, Prosumer, and Enterprise There are a lot of differences between consumer and B2B audiences, as you can see in this chart, but the lines are blurring more and more. B2B is finding more consumers and prosumers paying, and B2C is finding Enterprise and business use cases.

Subscription 294

Subscription Payment Features B2B Mobile 294

SaaStr

JULY 1, 2024

Everything you have now will probably look different upmarket, including pricing. Pricing is a big one. You have your pricing strategy for down-market customers, such as how you price the bundle, packaging, etc. You want to test pricing by going to the market and seeing if it works. It’ll also likely be wrong.

Sales Hiring 293

Sales Hiring Scale SMB compliance 293

SaaStr

NOVEMBER 8, 2022

Does it cost so, so much to host a few million lines of code on AWS? As soon as your competitor cuts prices and quintuples their marketing budget … and is everywhere … can you stay out of the arms race? Raise prices tomorrow. If your competition is fierce, raise prices even more. Go more enterprise.

Scale 286

Scale SaaS Banking AWS 286

SaaStr

JULY 8, 2023

At AWS Reinvent, if your customers are there. That can be 5x-50x the price. But they are also where field and enterprise marketers spend 40% of their budget. At Dreamforce, if you are in the SFDC ecosystem. At Shoptalk, if you are in eCommerce. At least do a dinner or a party and get as many to come as you can.

AWS 257

AWS Enterprise Pricing Marketing 257

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. At VMware, they priced based on physical CPUs customers chose — a hugely transactional service that constrained growth. They were either enterprise, mid-market, or commercial.

Scale 255

Scale Scaling AWS Sales Hiring 255

SaaStr

DECEMBER 27, 2023

70% of customers are in the Enterprise and mid-market space, and 30% are SMBs. Customers range from AWS skills-builder platforms with billions of users to Zoom using it for customers and employees. The image above is a glance at Docebo today. They’re also growing fast and are nicely profitable.

Sales Hiring 270

Sales Hiring Scale SMB Outsourced Development 270

SaaStr

MARCH 1, 2024

For those of you selling to Enterprise, they have experimental budgets that run out. A Case Study: casetext Casetext is a legal software platform selling to Mid-Market and Enterprise law firms. Notion launched the first of many upcoming AI features, and they’ve priced it so that it may be at $100M ARR in the near term.

Generative AI 286

Generative AI Outsourcing Services AI Software Review 286

SaaStr

DECEMBER 26, 2022

Companies are witnessing slight pricing pressure, with the average spend per product dipping slightly. . The role of AWS, Azure, and Google Cloud Marketplace is becoming increasingly important. “45% This need for ease is even more true for enterprises. Next year is forecasted to be even more bullish. Is it easy to implement?

Software Review 245

Software Review Software Azure Cloud 245

CloudGeometry

APRIL 25, 2022

Big enterprise customers have been buying software for a long time. There’s real payoff from careful attention to the issues that enterprise customers care about. There’s real payoff from careful attention to the issues that enterprise customers care about. Here are seven things enterprise SaaS customers look for. #1

Enterprise readiness 130

Enterprise readiness Enterprise Technical Review Software Review 130

Clouded Judgement

SEPTEMBER 27, 2024

Subscribe now Foundation Models Are to AI what S3 was to the Public Cloud Many people look at 2006 as the birth of the public cloud - the year Amazon launched AWS. On top of that- we HAVE seen significant pricing pressure. In the last 18 months GPT4 has dropped ~90% in price! Follow along to stay up to date! Top 5 Median: 15.4x

Cloud 179

Cloud GCP(Google Cloud Platform) AWS Azure 179

User Pilot

SEPTEMBER 1, 2024

Looking for SaaS pricing examples to get inspiration for your own strategy? In this piece, we’ll explore different pricing models and go over some brands that implemented these in real life. Hopefully, by the end of the article, you’ll have ideas on how to design a pricing strategy that contributes to product growth.

Pricing 104

Pricing Strategy SaaS Scale 104

Clouded Judgement

MAY 3, 2024

We now have results from the three hypersclaers (AWS / Azure / GCP). The most notable change in tone was Andy Jassy talking about AWS. Multiples shown below are calculated by taking the Enterprise Value (market cap + debt - cash) / NTM revenue. ” Full quote below: “We're seeing a few trends right now.

Cost optimization & reporting 193

Cost optimization & reporting Cloud Software AWS 193

Clouded Judgement

FEBRUARY 2, 2024

Amazon on AWS : “…customers are continuing to shift their focus towards driving innovation and bringing new workloads to the cloud. Azure (excluding Azure AI) continued to decelerate, and while AWS did come in ahead of expectations, it wasn’t a blow out. Follow along to stay up to date! Top 5 Median: 17.2x

Cost optimization & reporting 170

Cost optimization & reporting Cloud Azure AWS 170

Intercom, Inc.

AUGUST 30, 2022

When you’re selecting tools for your startup tech stack, you don’t need all the bells and whistles of enterprise software – in fact, tools built for more mature companies will likely have more complexity (and thus more costs) than you really need at this early stage. Does it have flexible pricing? AWS – Cloud computing.

Scale 164

Scale Payment Services Startup AWS 164

Clouded Judgement

OCTOBER 20, 2023

Hyperscaler Preview Next week Amazon, Microsoft and Google report earnings and we’ll see Q3 data for AWS, Azure and Google Cloud. However, it’s important to keep in mind that while hype and expectations are quite high around AI, true enterprise buying cycles typically lag. Even a DCF is riddled with long term assumptions.

Cloud 170

Cloud Azure AWS Software Review 170

Clouded Judgement

OCTOBER 28, 2022

Hyperscalers Report Quarterly Earnings This week we saw AWS (Amazon), GCP (Google) and Azure (Microsoft) report earnings. Overall, it wasn’t pretty… AWS grew 28% when expectations were 30-31%. Regardless, the misses by the hyperscalers is a good proxy for broader enterprise software demand.

Cloud 130

Cloud Azure AWS Cost optimization & reporting 130

Clouded Judgement

OCTOBER 27, 2023

Subscribe now Cloud Giants Report Q3 ‘23 Not a great signal for software this week from the Cloud Giants (AWS, Azure and Google Cloud)…After Q2 (3 months ago), the tone from the Cloud Giants around optimizations was largely: optimizations have started to ease, and net new workloads have picked up. That is not new.”

Cost optimization & reporting 159

Cost optimization & reporting Cloud Azure AWS 159

Andreessen Horowitz

SEPTEMBER 25, 2023

Ali Ghodsi, CEO and cofounder of Databricks, and Ben Horowitz, cofounder of a16z, explain the data wars happening inside and outside enterprises and how they could impact the evolution of LLMs. [00:38] 00:38] Why is it so hard for enterprise to adopt AI? [03:08] But we haven’t seen anybody with any traction in enterprise.

Enterprise 110

Enterprise AI Artificial Intelligence Generative AI 110

SaaStr

JUNE 1, 2021

There are rules in starting an enterprise software company. They’re going to figure out that enterprise is the actual way to go, and it’ll be OK.” One of the challenges with that, one of the requisites, in order to start charging money, is you have to come up with a price. ” “Yep, we need a price.”

Part-Time VPE 283

Part-Time VPE Technical Cofounder CTO Hire New CTO 283

Clouded Judgement

JANUARY 6, 2023

Cloud Downgrades This week UBS came out with a couple research reports citing concerns in AWS / Azure growth. This brings me back to AWS / Azure downgrades. This was the worst tone that we’ve heard in years from large AWS/Azure partners, a group that usually expresses different shades of optimism about AWS/Azure growth.”

Cloud 130

Cloud Azure AWS Underperforming Technical Team 130

Clouded Judgement

SEPTEMBER 8, 2023

” We saw some green shoots in AWS and a few other consumption names, and overall sentiment seemed more positive. Multiples shown below are calculated by taking the Enterprise Value (market cap + debt - cash) / NTM revenue. I’ll post a much longer recap soon, but today I wanted to post the highlights. Top 5 Median: 15.1x

Cloud 179

Cloud Software Review AWS Trends 179

Clouded Judgement

APRIL 28, 2023

AWS (Amazon), Azure (Microsoft), and Google Cloud (Google) all reported this week. Then AWS appeared to add fuel to that hope before giving us a huge rug pull. After all, they had a lot of AI tailwinds, and benefited tremendously from consolidation (without a headwind of a larger base of smaller startups, like AWS).

Cloud 130

Cloud Azure AWS AI Search 130

Clouded Judgement

AUGUST 4, 2023

” These are two quotes about AWS on the Amazon earnings call. AWS grew 16% in Q1, but called out growth in April (first month of Q2) was 11%. Multiples shown below are calculated by taking the Enterprise Value (market cap + debt - cash) / NTM revenue. And most importantly, they’ve seen these positive trends continue.

Cloud 130

Cloud Azure AWS Cost optimization & reporting 130

Clouded Judgement

AUGUST 2, 2024

Cloud Giants Report Q2 We also got the Q2 quarters from AWS / Azure / GCP this week! Quarterly Reports Summary Top 10 EV / NTM Revenue Multiples Top 10 Weekly Share Price Movement Update on Multiples SaaS businesses are generally valued on a multiple of their revenue - in most cases the projected revenue for the next 12 months.

Cloud 159

Cloud Azure GCP(Google Cloud Platform) AWS 159

Clouded Judgement

MARCH 22, 2024

Enterprise software businesses strive for 90-95% gross retention (generally the percent of revenue that sticks with you vs churns altogether), with net expansion in the 120%+ range (the aggregate change in expansion - contraction - churned revenue). .” It’s probably better described as re-occurring vs recurring.

AI 193

AI Cloud Revenue Technical Advisors 193

Clouded Judgement

APRIL 21, 2023

Next week we get all 3 hyperscalers reporting (AWS from Amazon, Azure from Microsoft, and GCP from Google). On AWS, in their Q4 earnings call they said AWS was growing “mid teens” in January (down from 20% in Q4). Every week I’ll provide updates on the latest trends in cloud software companies.

Cloud 130

Cloud Azure AWS GCP(Google Cloud Platform) 130