SaaStr

DECEMBER 27, 2023

70% of customers are in the Enterprise and mid-market space, and 30% are SMBs. For context, Docebo is a learning management platform addressing the needs of corporations that train an audience internally and externally. The more SMB you are, the faster the sales cycle and the quicker the team learns. That’s the secret.

Sales Hiring 270

Sales Hiring Scale SMB Outsourced Development 270

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. And it’s one of the three large cloud vendors that we all know: Microsoft, AWS, and Google. Jabari Norton. Crowdstrike.

Scale 256

Scale Marketplace as a Service Cloud SaaS Payments 256

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. Silicon Valley-based venture capital companies might tell you to build productivity models around hiring salespeople and scaling your organization that way, but it’s not the way. It wasn’t thoughtful.

Scale 255

Scale Scaling AWS Sales Hiring 255

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. Your first few hires are so influential in the success of your company.

Scale 163

Scale Payment Services Startup AWS 163

SaaStr

AUGUST 10, 2023

You’re finding the repeatability of your sales motion. They had open cores and created enterprise features around it to protect the business model until it got torpedoed by AWS early on. It can also be challenging to manage these communities. You’ll want a leader who is a manager and can do early scaling.

Scale 243

Scale Scaling Sales Hiring Cloud 243

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.

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VP of Engineering Sales Recruiting Sales Hiring Payment Services 130

How To Buy Saas

MAY 21, 2025

In the fast-paced hiring landscape of 2025, an Applicant Tracking System (ATS) has become an essential tool for companies of all sizes and sectors. Whether youre a startup , an SMB , or a global enterprise , the right ATS can streamline your recruitment process, save time, and help attract top talent in a competitive market.

Systems Review 52

Systems Review Sales Recruiting Sales Hiring Technical Review 52

Sales Hacker

JUNE 1, 2020

Publicly-traded, PLG businesses grow faster than their peers and are less reliant on expensive sales and marketing investments to fuel their growth. With PLGs massive growth, many wonder if PLG and self-service solutions will replace Sales. Sales Isn’t Going Anywhere. Sales still makes up 25% of their headcount on average.

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Sales Hiring Scale Headcount Sales 93

OpenView Labs

APRIL 24, 2019

As a recruiter, I hear from many founders and sales leaders regularly about how many salespeople they need and how quickly they need them. And I’ve seen many startups who fail to make this distinction create a cycle of diminishing returns that impacts the trajectory of their growth for the long haul… especially in enterprise sales.

Sales Recruiting 89

Sales Recruiting Sales Hiring Scale Sales 89

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. Hire the VP of Marketing, MBA, the VP of Sales, MBA, the VP of Customer, MBA, the VP of Engineering, MBA, and now, the odds of any semblance of survival, let alone success, are vanishingly small at this point. We did the basic, pro, and enterprise. Pro version.

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Part-Time VPE Technical Cofounder CTO Hire New CTO 283

SaaStr

OCTOBER 15, 2019

Lots of us fantasize about moving upmarket, but are unsure of how to get started, is it just a matter of hiring a team of SDRs and getting them to hit the phones? Oops… Today we’ll be covering the five tips and here they are right here, from handling buyer expectations to navigating the complex sale. Thanks Allie.

Underperforming Technical Team 213

Underperforming Technical Team Sales Hiring SMB Enterprise 213

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?

Cloud 130

Cloud Sales Hiring AI Headcount 130

SaaStr

JUNE 3, 2020

And G2 Gives, we partner with philanthropies, we partner with some of our customers like AWS and Google Cloud, who can then make donations for every review, to thank their customers. So the average enterprise is adding about a hundred SaaS apps per year. They can make donations for those charities. So quite significantly.

Software Review 247

Software Review Scale Technical Review SaaS 247

OpenView Labs

JUNE 17, 2019

And unfortunately, on more than one occasion, I’ve seen this FOMO cause them to lose remarkable salespeople and sales leaders that were previously beyond excited to work with them. hire them immediately. One client of ours who hires like this has grown 5x in 2 years! There is a reason you need to hire, right?

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Sales Recruiting Sales Hiring Scale Sales 75

Sales Hacker

OCTOBER 8, 2018

This week on the Sales Hacker podcast, we speak with Chris Degnan , Chief Revenue Officer of Snowflake Computing, one of the fastest growing SaaS platforms in the world. Chris walks us through his habits, his principles, and his system for enterprise sales. How to manage your career to solve for upside. What You’ll Learn.

Scale 79

Scale Sales Hiring Sales Recruiting CTO Hire 79

OpenView Labs

AUGUST 5, 2019

On paper, the segmented sales model that many SaaS businesses use seems great – who wouldn’t want to copy the success of Salesforce? But there’s a trend I’m seeing that’s making me wonder whether this segmented sales model is actually good for us. The trick here is to not cut corners on who you hire.

Sales Hiring 58

Sales Hiring Sales Recruiting Sales AWS 58

SaaStr

SEPTEMBER 12, 2019

They told us they would do tons of all this pricing stuff and help us with hiring and introduce us to customers, and all of these things. Your sales team becomes more efficient, your customer success team becomes efficient, your customers like you more. Enterprise value per revenue is 10X. Higher multiples.

Investment 113

Investment Underperforming Technical Team Sales Hiring Software Review 113

SaaStr

OCTOBER 31, 2019

It was around that time about 12 years ago that Jeff Bezos launched AWS, and some of you may remember that, when he did this, Wall Street analysts were looking at him and saying, “Why would you take what’s already a very unprofitable business and drive it further into the red by investing in this AWS initiative?”

Cloud 113

Cloud Scale AWS Machine Learning 113

Sales Hacker

SEPTEMBER 29, 2020

Subscribe to the Sales Hacker Podcast. Sales enablement is easy: all you have to do is create perfectly targeted content, stay informed on email best practices, drive more engagement quarter over quarter, spend less money, and do all of this with less time. More sales meetings, start creating better sequences faster, go to go.regie.io

Scale 117

Scale CTO Hire CTO Coach Scaling 117

Stax

APRIL 17, 2025

AWS, Microsoft, Salesforce) to integrate, co-market, and grow together. Think: cloud platforms and operating systems like Microsoft, Amazon Web Services (AWS), the Salesforce ecosystem, or a payment platform. Software vendors recommend a platform to their customers (or vice versa), and earn revenue for each successful referral or sale.

Merchant Services 88

Merchant Services Payment Solutions Payment Services Payments 88

Audacix

OCTOBER 5, 2019

As enterprises increasingly become more open to introducing cloud software to their environments, you as a cloud provider must proactively anticipate their concerns and address them. But they are considering all of them after your sales meetings have ended. Why are enterprise buyers' concerned about cloud software security?

Enterprise readiness 52

Enterprise readiness Enterprise Cybersecurity SaaS 52

Audacix

OCTOBER 5, 2019

As enterprises increasingly become more open to introducing cloud software to their environments, you as a cloud provider must proactively anticipate their concerns and address them. But they are considering all of them after your sales meetings have ended. Why are enterprise buyers' concerned about cloud software security?

Cloud 45

Cloud Enterprise Software Review Cybersecurity 45

Neil Patel

FEBRUARY 5, 2021

They also have partnerships with other companies like Cloudflare, AWS, and Let’s Encrypt. Every managed WordPress hosting plan from Nexcess comes with every feature and 24/7/365 support by phone, live chat, or email. In addition to those shown above, Kinsta offers five more plans for larger businesses and enterprises.

Management 145

Management Technical Review Outsourced Development Engineering 145

How To Buy Saas

APRIL 25, 2024

Platforms like Amazon Web Services (AWS), launched in 2006, offered scalable infrastructure that could handle growth without performance issues, revolutionizing IT operations. From the mentioned benefits, there goes cost reduction and avoiding the need to hire extra staff, which is especially worthwhile for small to medium-sized enterprises.

Artificial Intelligence 52

Artificial Intelligence Trends AI Machine Learning 52

Kraftblick

SEPTEMBER 4, 2018

For enterprises hoping for great results, there is nothing more crushing than hiring a software developer who walks off into the sunset at the first opportunity. The customer’s pain point: We don’t want to hire freshly hatched chicks, who don’t know what they’re doing. We are cheaper. focusing on a specific niche. Last Words.

Outsourcing Services 45

Outsourcing Services Outsourced Development Software Sales Hiring 45

How To Buy Saas

OCTOBER 11, 2023

Transactional emails are the ones that you receive right after signing up with or interacting with a business, like making an account, a welcome email, transaction receipts, order tracking, etc. Promotional emails are the ones you draft for specific email campaigns to promote products and services, to reach target customers, and boost sales.

Technical Review 52

Technical Review Software Review Payment Methods Systems Review 52

SaaStr

AUGUST 26, 2022

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. It was funny for Henry to say he segmented his sales team at 80 million in ARR. Transcript.

Sales Hiring 246

Sales Hiring Scale Sales Recruiting Scaling 246

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. If you have a very complicated product–for example you sell AWS or you sell Snowflake–those are infrastructure products. The other dimension you need to think about is the product complexity.

Startup 52

Startup Scale CTO Hire Outsourced Development 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 240

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 240

SaaStr

MARCH 26, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The 48 Types of VP Sales. Make Deadly Sure You Hire the Right One. SaaStr 644: Lessons Learned in Scaling Early-Stage to Hyper-Growth Companies: From VMware, AWS and Databricks with Databricks SVP and GM Ed Lenta  2. 74% of You Say No!

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AWS Scale Sales Hiring SMB 243

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

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Scale Sales Recruiting Sales Hiring VP of Engineering 136

SmartKarrot

JANUARY 18, 2022

Indian SaaS enterprises deal with a wide variety of clients across finance, education, healthcare, and wellness. Found by Manohar Chapalamadugu in 2013, Agile CRM is an Indian SaaS company known for its sales and marketing solutions designed for SMBs. The report also highlighted that the spending in space went up to 170% in 2020.

SaaS Payments 11

SaaS Payments Payment Solutions Payment Methods Payments 11

Sales Hacker

JANUARY 13, 2025

Over the years, he built and scaled a world-class sales organization, creating a team that generated hundreds of millions in revenue. This success was underpinned by five distinct phases of growth, each requiring a unique type of sales leader and leadership approach. seller, head of sales, or commercial cofounder).

Scale 104

Scale Sales Hiring Artificial Intelligence SMB 104

SaaStr

JULY 20, 2021

It’s a brutal, awful slog in the start. I would say, it’s always good to call out just how awful it is to be a founder, to be an entrepreneur, because that is a unique perspective that you bring to the board room that no one else shares. Then we had to hire more. Then that guy hired his people.

Underperforming Technical Team 246

Underperforming Technical Team Sales Hiring AWS Business Model 246

SaaStr

MAY 15, 2020

333: Bridget Gleason is the Head of Sales and Customer Success @ Tidelift, the company providing managed open source, backed by maintainers. Before Tidelift, Bridget was VP of Sales @ Logz.io and before that was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. What core elements does it change?

Sales Hiring 254

Sales Hiring Scale Technical Review Outsourcing Services 254

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. Just saying.

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Cloud Sales Recruiting Scale Sales Hiring 238