Remove AWS Remove Leadership Remove SMB
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GTM 128: The Death of Demos and Selling What Customers Actually Need with Fred Viet

Sales Hacker

With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth. And I know you’ve had some great experience, particularly while you were at AWS, running different partner sales, channel sales.

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The 5-phase framework that grew Outreach from $0 to $230M ARR

Sales Hacker

This success was underpinned by five distinct phases of growth, each requiring a unique type of sales leader and leadership approach. Each segment, whether SMB, mid-market, or enterprise, has its own nuances, but they all share a familiar core. Culture becomes the engine.

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Successes and Setbacks on the Road to $1B with Alessio Artuffo, President and COO at Docebo

SaaStr

Customers range from AWS skills-builder platforms with billions of users to Zoom using it for customers and employees. They started via SMB and are now serving the Amazons of the world. The more SMB you are, the faster the sales cycle and the quicker the team learns. Leadership injections as you scale are tricky.

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5 Tips for Successful Upmarket Expansion with Thoropass CRO and Head of Demand Gen

SaaStr

Right now, you may have 3-4-stage sales processes that work for SMB customers. Hopefully, you’ve built a partnership ecosystem for SMB customers, but it’s probably a completely different strategy for what you need to go upmarket for a couple of reasons. So, find sellers inside your sales org who can at least get you started.

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Snowflake, CrowdStike and SumoLogic: “How to Leverage the Cloud Giants to Scale to 100 Million ARR and Beyond”

SaaStr

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 But also it’s allowed us to get much closer to our provider, I mean, we host and run 100% on AWS, but pull data from everywhere. It was pretty easy to drive that from our side.

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The SaaS Trust Crisis with Godard Abel (Video + Transcript)

SaaStr

And then I spent a year at Salesforce working on Marc Benioff’s extended leadership team, and really had a chance to learn how important trust can be, and also really learn from Salesforce, from Mark, how do you really build a global SaaS leader at scale? It’s most severe in the SMB world.

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5 Effective Things We Did to Move Upmarket and Built Pipeline with Mapistry (Video + Transcript)

SaaStr

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. It’s not going to work.