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

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 197

Scale Scaling AWS Sales Hiring 197

SaaStr

DECEMBER 20, 2019

Efficiency, you sort of draw a frontier as to where you want to go and you tweak the amount of investments you do via events, via sole prospecting, via SDR, via demand generation, via ABM or whatever so that the tool set that you used to continue to keep that pipeline stoked, you have to dial it over time. Take your product, sell it.

Scale 141

Scale Sales Hiring Construction Education 141

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 Treasure Data platform instantly analyzed large amounts of data, which meant that companies didn’t need to hire lots of computer scientists or put up a considerable upfront investment for data projects. .

Sales Hiring 266

Sales Hiring Data AWS Leadership 266

SmartKarrot

JULY 27, 2021

Provide due diligence and CS strategies for new potential company investments. Leveraging our collective technical expertise in AWS to help our customers succeed. Working closely with AWS representatives to drive new ideas and propositions to the market. Implement proper CS tracking and reporting.

Development Team Review 10

Development Team Review Technical Review Customer Success Systems Review 10

Intercom, Inc.

AUGUST 30, 2022

And more importantly – which ones are really going to deliver a return on investment for your precious (and limited) budget? AWS – Cloud computing. Many of the biggest and best companies in the world use AWS – and many of them were once startups using AWS, too. Look for tools that can scale with you. Apply now.

Scale 163

Scale Payment Services Startup AWS 163

Intercom, Inc.

OCTOBER 1, 2020

Because in the early stages of product-market fit, you’re still shipping stuff and you’re looking to hit this sort of, what I call a vein of value in your customers. And that was probably one of the things you invested your time in earliest. For like a 13 to, say, 30-person, Series A start-up.

VP of Engineering 165

VP of Engineering Sales Hiring Underperforming Technical Team Engineering 165

Intercom, Inc.

OCTOBER 1, 2020

Because in the early stages of product-market fit, you’re still shipping stuff and you’re looking to hit this sort of, what I call a vein of value in your customers. And that was probably one of the things you invested your time in earliest. For like a 13 to, say, 30-person, Series A start-up.

VP of Engineering 165

VP of Engineering Sales Hiring Underperforming Technical Team Engineering 165

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. You can read parts 1 and 2 here and here.

Payments 113

Payments Scale Payment Solutions Technical Review 113

Sales Hacker

AUGUST 18, 2023

” Is it something beyond just “we want bigger deal sizes to make our unit economics work” or do they feel they have a strong product market fit and can actually command those prices. Marketing…their demand gen motion changes, need different product marketing, etc. And why you think you can win?

Scale 67

Scale VP of Engineering Sales Hiring Enterprise 67

SaaStr

APRIL 30, 2022

10% basically means you don’t have any product market fit. I believe pricing is not enough … There’s not enough investment from companies going into pricing and thinking about pricing. Got to go into new verticals, you have to do more marketing, you have to do more sales. Five percent is okay.

SaaS Payments 235

SaaS Payments Metrics Payment Methods Scale 235

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

Outseta

JANUARY 20, 2020

In this post I’m going to share the most important lessons about growing a SaaS business that I learned at Buildium—collectively, these things had an awful lot to do with the company being valued so highly. I was offered a job as Buildium’s first full-time marketing hire, pulling in a cool $38,400 annually.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

SaaStr

JUNE 15, 2021

I think of developers as the strategy to get into the market for whatever you’re doing. 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. Jason : The entry point. Jeff : The entry point. Jason : It is hard.

Scale 287

Scale Underperforming Technical Team Engineering Wireless 287

SaaStr

SEPTEMBER 13, 2020

We’ve all seen AWS and what they’ve done with their platform. One of the early co-investments with my prior firm in Bessemer was in Shopify. If you look at companies like Cornerstone OnDemand, which we invested in a long time ago, it took them some time to get to 100 million of ARR. It is staggering.

Sales Hiring 156

Sales Hiring Scale Payments Cloud 156

Chart Mogul

OCTOBER 18, 2019

To power this shift, we need infrastructure, which supports the easy establishment and distribution of the new internet-enabled products and services. This is already at play — services like AWS, Stripe, and others have brought down the cost of starting and running a business to a fraction of what they used to be just a decade ago.

Scale 71

Scale SaaS Automotive AWS 71

SaaStr

JULY 1, 2020

We can save companies $100,000 on their AWS bill. Everybody wants to save $100,000 on their AWS bill right now. We want to tell anybody that listens, you can save $100,000 on your AWS bill and demos are actually as high as they’ve ever been in late stage tech. We found something that works. Jason Lemkin: Got it.

Merchant Services 177

Merchant Services Scale Sales Recruiting Sales 177

Chart Mogul

OCTOBER 18, 2019

To power this shift, we need infrastructure, which supports the easy establishment and distribution of the new internet-enabled products and services. This is already at play — services like AWS, Stripe, and others have brought down the cost of starting and running a business to a fraction of what they used to be just a decade ago.

Scale 52

Scale SaaS Automotive AWS 52

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

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. Efficiency is sort of draw a frontier as to where you want to go and you tweak amount of investments you do via events, via sole prospecting, via SDR, via demand generation, via ABM.

VP of Engineering 149

VP of Engineering Sales Hiring Technical Review Development Team Review 149

Hacking Revenue

FEBRUARY 26, 2016

Having a face, a story and values, even if your product is only a blog (ahem, ahem) or a simple tool, is as important as the product itself. “Your Brand Is The Single Most Important Investment You Can Make In Your Business” (Steve Forbes). This is when you need to start investing in real growth. The Funnel.

Outsourcing Services 53

Outsourcing Services Branding Outsourced Development Scale 53

Sales Hacker

SEPTEMBER 14, 2021

She’s the head of marketing at an HR software company called Bamboo HR. 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.

Sales Recruiting 79

Sales Recruiting Sales Hiring Marketing Underperforming Technical Team 79

Mucker Capital

APRIL 6, 2023

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. You need to invest at least a year or even two years. If you're really starting from scratch, do the product.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

OpenView Labs

JUNE 25, 2019

With fewer sales & marketing dollars to recoup, product-led companies have an innate advantage and realize continued efficiencies as they mature, benefitting from stickiness, delightful user experiences, and virality. 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

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

Sales Hacker

NOVEMBER 10, 2020

I know you have product market fit. They’re awful. Everyone is asking, “Well, okay, you’re building this product. It was not a good time. We were just trying to figure it out. And we had one investor who was like, “Look, I believe in you guys. I know you can do this. You can do it.”

VP of Engineering 74

VP of Engineering Scale Development Team Review Technical Review 74

SaaStr

AUGUST 20, 2019

Sameer Dhokalia: It turns out if you do ask those two basic questions of 100 people in your business, you will learn an awful lot about what needs to be focused on. You got a lot of overhead, and there’s all these regulations, and you got to do these earnings calls, and invest in investor marketing.

Scale 132

Scale Acquisition Scaling Sales Hiring 132

SaaStr

MARCH 1, 2024

For some context, Base10 is a research-driven investment firm focusing on companies automating the largest sectors of the real economy. They just happened to launch AWS and ended up capturing way more value just in themselves than the entire on-prem storage market before them. It was built as an incumbent e-commerce business.

Generative AI 241

Generative AI Outsourcing Services AI Software Review 241

Intercom, Inc.

FEBRUARY 21, 2019

It helps me make better investment decisions around software. 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. Selling authentically. And the more reports you buy, the more your rating goes up.

Education 123

Education Sales Hiring Software Review Sales Recruiting 123

SaaStr

MARCH 31, 2024

” “I hated Katie at that company meeting, it was awful.” So, for those of you thinking, “Hey, I’m going wait on the ROI of our culture, or I’m going to wait to invest in our employee experience,” wait no longer. ” “Our benefits are terrible.”

Part-Time CTO 259

Part-Time CTO CTO Hire CTO Coach CTO 259