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 207

Scale Marketplace as a Service Cloud SaaS Payments 207

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 101

Cloud Scale AWS Machine Learning 101

Sales Hacker

AUGUST 7, 2020

Enterprise Sales. Allied Air Enterprises. Senior Vice President, Sales SMB. Sales Manager, SMB New Business Acquisition. Hewlett Packard Enterprise. Enterprise Account Executive. Intrado Enterprise Collaboration. So here’s the list, in no particular order. Leadership. Sales Development. Sales Growth.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

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. So as Lauren sort of alluded to, we started by focusing on SMB’s. Let’s cover the agenda. Thanks Allie.

Underperforming Technical Team 156

Underperforming Technical Team Sales Hiring compliance SMB 156

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 259

New CTO Scale Sales Hiring AWS 259

OPEXEngine

JANUARY 11, 2022

Companies that do not need to lock customers in with minimum commitments, particularly in the SMB space, use these types of models. Many enterprise technology solutions use committed contracts to lock customers in, provide volume discounts, provide customers with budget expectations, and enable revenue predictability.

Pricing 52

Pricing Payment Solutions Outsourced Development Compensation 52

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

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. It’s most severe in the SMB world. So quite significantly.

Software Review 182

Software Review Scale Technical Review SaaS 182

SmartKarrot

NOVEMBER 18, 2020

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. Maximize customer retention metrics. Identify, track, and improve the health status of each of your customers.

Merchant Services 10

Merchant Services Technical Advisors Customer Success Payment Services 10

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. The SMBs during the recession churned at a massive rate, right? But your enterprise customers aren’t going anywhere. I mean, literally. We were wrong.

Sales Hiring 205

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 205

SaaStr

JUNE 1, 2021

There are rules in starting an enterprise software company. You will fail if you: 1) try to build a suite of products out of the gate, 2) focus solely on SMBs, or 3) have an MBA. Do not…,” and the reason is no one hardly ever has succeeded in building a big business in SMB. We did the basic, pro, and enterprise.

Part-Time VPE 228

Part-Time VPE Technical Cofounder CTO Hire New CTO 228

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’. David Nour , Managing Partner @ The Nour Group The biggest mistake is assuming that because you have PMF in MM/Commercial, that you will have PMF in Enterprise.

Scale 67

Scale VP of Engineering Sales Hiring Enterprise 67

OpenView Labs

MAY 5, 2021

The answer likely depends on your market segmentation, as freemium may ease adoption friction for SMB/mid-market companies. And yet on-premise deployments are still very common, especially the enterprise. Are you targeting enterprise or mid-market/SMB? Enterprise sales are quirky beasts. Yes, SaaS is powerful.

Business 52

Business SMB Scale DevOps as a Service 52

OpenView Labs

FEBRUARY 3, 2022

AWS and other infrastructure providers have been using UBP for nearly a decade. Simpler segmentation approach : By bucking the good, better, best seat-based pricing model, a single price point can be used to satisfy cost-conscious SMB customers as well as mid-market/enterprise businesses.

Headcount 73

Headcount SaaS Compensation Acquisition 73

FastSpring

FEBRUARY 11, 2021

If you look around, you’ll find B2B companies in just about every industry and they come in all sizes from small to medium businesses (SMB), all the way up to enterprise. B2B is shorthand for “business to business sales.” Think of it this way. A company that sells bananas to individual customers is an example of B2C sales.

B2B 78

B2B Strategy B2C Sales 78

Casey Accidental

DECEMBER 11, 2023

Canva was more of a single player and SMB tool. As a result of this, it looked like Figma would monetize a lot better, with a classic per seat model selling to enterprises, with Canva having a lot of single user subscriptions. It has not become the Miro killer the company imagined as of yet. Canva is not in a competitive space.

Payments 113

Payments Scale Payment Solutions Technical Review 113

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. Then, we’ll end of the day with me and Stewart Butterfield and obviously Slack is doing well, but Slack also has a massive SMB base and its challenges. I don’t want to read all of it.

Merchant Services 181

Merchant Services Scale Sales Recruiting Sales 181

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. But if you target SMBs or consumers, PLG is a fantastic way, and you have a very large user base to reach out to as well. The other dimension you need to think about is the product complexity.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

OpenView Labs

AUGUST 5, 2019

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. Otherwise, you’re assuming an awful lot of risk that can hurt your business and then some later. Final thoughts.

Sales Hiring 41

Sales Hiring Sales Recruiting Sales AWS 41

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. Salesforce was a very rudimentary SMB app for a brief period of time, but it was. It was rudimentary, and it became enterprise.

Sales Hiring 213

Sales Hiring Scale Sales Recruiting Scaling 213

Sales Hacker

SEPTEMBER 14, 2021

Before that, she served in marketing and leadership positions at Vulcan, the holding company founded by Microsoft co-founder Paul Allen, Hewlett Packard Enterprise, and Microsoft. I was then chief of staff at Hewlett Packard Enterprise OpenStack business, and then at Vulcan for the CEO for four and a half years.

Sales Recruiting 79

Sales Recruiting Sales Hiring Marketing Underperforming Technical Team 79

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?

Sales Recruiting 53

Sales Recruiting Sales Hiring Scale Sales 53

Sales Hacker

OCTOBER 7, 2021

Adrienne has been in Enterprise Technology sales for over 6 years specifically focused on helping state and local governments utilize their data to drive better outcomes for our communities. A people person with extensive C-Level experience in enterprise software, business development and operations. Adrienne Greenberg. Arley Nevar.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

SaaStr

OCTOBER 25, 2019

But then if you want to solve business use cases with our amazing pro features, or build with larger teams through our enterprise plans with in depth white glove, customer success support, we have those options too. They classically started at the bottom of the market. I think we can all learn about that.

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Sales Hiring Sales Recruiting Scale Underperforming Technical Team 111

OnStartups

JULY 7, 2021

And then I met Brian in grad school and we both have this kind of shared passion for SMB. And then what I would do if I were an enterprising VC is I was like, okay, let's pick the categories where this thing will have the biggest impact, like business intelligence, reporting kind of stuff, B2B software is a natural fit.

Payment Methods 140

Payment Methods Software Review Technical Review Payment Solutions 140

OnStartups

JULY 7, 2021

And then I met Brian in grad school and we both have this kind of shared passion for SMB. And then what I would do if I were an enterprising VC is I was like, okay, let's pick the categories where this thing will have the biggest impact, like business intelligence, reporting kind of stuff, B2B software is a natural fit.

Payment Methods 40

Payment Methods Software Review Technical Review Payment Solutions 40