Chart Mogul

JUNE 23, 2022

You might be hard-pressed by your AWS bill but you’re not going to start replacing the engine to lighten the load mid-flight. You will want to know more about it, too — growth might be skewing towards industries where you achieve better product-market fit, and doubling down on them might be a good idea.

SaaS 52

SaaS DevOps as a Service Marketplace as a Service Forecasting 52

User Pilot

FEBRUARY 21, 2023

The majority of Heap's clients are large enterprises, like Uber or Salesforce. Heap analytics features Heap claims to be the only analytics tool that enables product managers to collect complete data about their users' interactions with the product. It supports both mobile and web-based applications. Dashboard in Heap.

Software Review 96

Software Review Underperforming Technical Team Technical Review Systems Review 96

Sales Hacker

AUGUST 7, 2020

Enterprise Sales. Allied Air Enterprises. Vice President of Sales and Marketing. Hewlett Packard Enterprise. Enterprise Account Executive. Intrado Enterprise Collaboration. Alcatel-Lucent Enterprise. Enterprise ENGR Business Development. Amazon Web Services (AWS). Leadership. Leadership.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

SaaStr

DECEMBER 20, 2019

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. There’s a whole literature around product market validation and MVPs and product market fit and all that. Take your product, sell it. And do it again.

Scale 142

Scale Sales Hiring Construction Education 142

SmartKarrot

JULY 27, 2021

Apply here: [link] Role: Enterprise Customer Success Manager Location: London, England, United Kingdom Organization: Okta As an Enterprise Customer Success Manager, you will be the primary point of contact post-implementation. Leveraging our collective technical expertise in AWS to help our customers succeed.

Development Team Review 10

Development Team Review Technical Review Customer Success Systems Review 10

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. It’s necessary, in every new market you go into, to go in and soften the beach. This means creating conditions where product market fit and demand start to be facilitated.

Scale 201

Scale Scaling AWS Sales Hiring 201

SaaStr

DECEMBER 14, 2021

It can be easy for SaaS companies to lose momentum if they haven’t quite found the perfect product-market fit. The reality was that they were heavily relying on the enterprise deals closed by the leadership team. The product grew more mature, with three main functions: data collection, data warehouse, and data analysis. .

Sales Hiring 270

Sales Hiring Data AWS Leadership 270

SaaStr

AUGUST 2, 2021

Technology Alliances: The tech alliances offer important integrations, especially critical for ServiceNow’s target market of enterprise customers. Examples include AWS, Adobe, Microsoft, and Google Cloud. This early phase is where you’re still looking for that perfect product-market fit and scaling the product to market.

Outsourcing Services 272

Outsourcing Services Scale Scaling Outsourced Development 272

Sales Hacker

OCTOBER 7, 2019

Everything from brand and creative and media, to product marketing, to demand gen functions, to partner marketing, to industries. I’ve also seen companies with really strong teams and what seemed to be good markets not make it. Sam Jacobs: And so how big is the organization, in terms of human beings?

Cloud 44

Cloud Artificial Intelligence Scale GCP(Google Cloud Platform) 44

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. AWS – Cloud computing. Look for tools that can scale with you.

Scale 163

Scale Payment Services Startup AWS 163

Intercom, Inc.

DECEMBER 13, 2018

I saw we had the opportunity to do that in London and to do something that will be new for Facebook, in the same way that AWS was a new business model and product line for Amazon and a bet that paid off very well. We are going from having an enterprise business to having a mid-market business to investing in an SMB business.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

SaaStr

AUGUST 10, 2023

To answer this question, focus on how much you really need to get to that stage where you have product market fit. 1M-$10M — Building, Innovation, and Customers Now, it’s time for the next stage of sustainable growth in SaaS, typically B and C at product-market fit and getting early customers. They’re fragile at first.

Scale 188

Scale Scaling Sales Hiring Cloud 188

Sales Hacker

AUGUST 18, 2023

Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’. John Fernandez , SVP of Marketing @ Gila Sometimes you can produce a bunch of leads upmarket, but if your product is not ready…it can lead to a lot of distraction.

Scale 67

Scale VP of Engineering Sales Hiring Enterprise 67

Casey Accidental

DECEMBER 11, 2023

In a previous post , I talked about how product work post-product/market fit shifts from zero to one innovation to features, growth, and scaling work. I highlight six different types of product expansion, in increasing levels of difficulty based on these vectors. But Snapchat’s second product was a lot more successful.

Payments 113

Payments Scale Payment Solutions Technical Review 113

Andreessen Horowitz

SEPTEMBER 22, 2023

Customer testimonials backed up the numbers, showing that major enterprises viewed CrowdStrike as a security platform, not just a product. ” —Deputy CISO, AWS “In my career, the deployment of the CrowdStrike Falcon platform was perhaps the easiest global security rollout I’ve seen.”

Travel 111

Travel Forecasting Pricing Scale 111

SaaStr

MAY 15, 2020

I went into product marketing for the commercial arm of Xerox Park, which is a big computer research company here. How does it differ, in terms of traditional enterprise software, versus open source? And, how do you think a head of sales should be thinking now in enterprise, when looking at that pipe? .

Sales Hiring 195

Sales Hiring Scale Technical Review Outsourcing Services 195

SaaStr

JUNE 15, 2021

I founded two companies, selling to the enterprise. At the end of the day, Twilio still sells communications, AWS still sells servers, but the way we’re selling it is different than how it was done in yesteryear. Yesteryear, if you had a communications product, you would go into a relatively top down, IT type sale.

Scale 287

Scale Underperforming Technical Team Engineering Wireless 287

OpenView Labs

FEBRUARY 3, 2022

Usage-based pricing (UBP) , also known as consumption-based pricing, allows customers to pay for products according to how much they use. AWS and other infrastructure providers have been using UBP for nearly a decade. These metrics are an indicator of product-market fit.

Headcount 73

Headcount SaaS Compensation Acquisition 73

Mucker Capital

APRIL 6, 2023

If you're primarily targeting very large enterprise companies, it's very hard usually to use PLG as the only way to sell to those companies. The other dimension you need to think about is the product complexity. If you have a very complicated product–for example you sell AWS or you sell Snowflake–those are infrastructure products.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

SaaStr

JULY 1, 2020

We’ll have an incredible panel with team from Zuora, whose OG enterprise with two CAOs talking about what people are really buying. We can save companies $100,000 on their AWS bill. Everybody wants to save $100,000 on their AWS bill right now. Jeff’s always great. I don’t want to read all of it.

Merchant Services 179

Merchant Services Scale Sales Recruiting Sales 179

SaaStr

MAY 3, 2019

In this session, Sandy Carter, AWS Vice President will hone your superpower – not of customer focus, or customer driven, but customer obsessed. Manny Medina: There is a whole literature around product market validation and MVPs and product market fit and all that. Take your product, sell it.

VP of Engineering 149

VP of Engineering Sales Hiring Technical Review Development Team Review 149

Sales Hacker

SEPTEMBER 14, 2021

Prior to joining Bamboo, Amy spent more than 15 years in technology and marketing leadership roles in the greater Seattle area. She was VP of product marketing at Smartsheet, a leading work management software company. 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

OCTOBER 16, 2020

How does Paul approach such large product decisions today? What does really effective product marketing mean to Paul? How do you think… And this is quite a specific one actually, to just dive into, but how do you think about effective product marketing? Harry Stebbings: Terrible metaphor.

CTO Coach 173

CTO Coach Sales Hiring Software Review CTO Hire 173

FastSpring

FEBRUARY 23, 2023

That’s the philosophy behind SEM International , the firm he founded that specializes in multilingual internationally-based digital marketing services. Since Michael founded the firm in 2004, it has grown to over 30 offices worldwide, and they’ve worked with Intel, AWS, and Salesforce, among many other well-known brands.

Payment Solutions 126

Payment Solutions SaaS Payments Strategy Software 126

OpenView Labs

JUNE 25, 2019

A “best-in-class” CAC payback period is highly dependent on your go-to-market motion and customer type and must also be put in the context of two other metrics: logo retention and net dollar retention. If you can get people talking about your product, you won’t have to spend as much on expensive marketing campaigns.

Scale 40

Scale Development Team Review Software Review Benchmarks 40

Sales Hacker

NOVEMBER 10, 2020

I know you have product market fit. 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. So between product and the sales, they were just continuing to get interested. They’re awful. It was not a good time. You can do it.”

VP of Engineering 74

VP of Engineering Scale Development Team Review Technical Review 74

Intercom, Inc.

FEBRUARY 21, 2019

So when you’re making those decisions as a startup or as a mid-size company or as an enterprise, the software you select can make or break your business. When you’re in product marketing – and I know you’ve done this – you have paid for time to sit down with an analyst to schmooze him or her on how great Intercom is.

Education 123

Education Sales Hiring Software Review Sales Recruiting 123

OpenView Labs

JANUARY 3, 2020

In enterprise sales, one often ends up negotiating with procurement. Kyle: Procurement is certainly getting more sophisticated as they see enterprise SaaS spending steadily increase with each passing year. This is already the norm for infrastructure software products and tools like Atlassian, GitHub, GitLab, AWS and so on.

Pricing 54

Pricing Scale Underperforming Technical Team B2B 54

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. GenAI has fundamentally shifted the way consumers and users actually expect to interact with your product.

Generative AI 245

Generative AI Outsourcing Services AI Software Review 245