SaaStr

NOVEMBER 14, 2023

Meghan Gill, SVP of Sales Ops and Sales Dev at MongoDB, shares different consumption-based compensation models that drive the right behaviors. What Is A “Consumption” Business In the old days of software, you had a company like Oracle that popularized the perpetual license where customers own the software and vendors own the market.

Compensation 161

Compensation Sales Azure AWS 161

SaaStr

AUGUST 16, 2022

But even there, to truly scale, they went more enterprise and built out a full enterprise sales and marketing function. The next 5 also always work, but you need someone in marketing that’s done them well before to own them: #1. But third-party events like AWS, Dreamforce, SaaStr, Shoptalk? Partner Marketing.

Scale 272

Scale Sales Hiring Marketing SaaS 272

Hitenism

NOVEMBER 7, 2016

In 2006, after Amazon Web Services (AWS) helped pioneer what we now call the cloud, product development changed forever. Today, one-third of daily internet users visit websites built on top of AWS. AWS is now an $11.5B Working backwards isn’t a silver bullet that guarantees you success on the scale of AWS.

AWS 189

AWS New CTO Scale CTO 189

SaaStr

APRIL 2, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: It’s Now Year 2 of the Venture Downturn Clawbacks and Tracking-to-Cash: Two Sales Management Tools to Be Thoughtful With 8 Things That Are Just Harder in SaaS Now Tier 1 VC is Great. But More Money May Be Even Better. What’s Holding Up Buyers?:

Scale 238

Scale AWS Scaling Enterprise 238

SaaStr

NOVEMBER 6, 2023

If you’re selling sales and marketing software, like Zoominfo, it can seem a lot tougher than 12-18 months ago. Growth in public cloud services (AWS, Azure, Google Cloud, Snowflake, etc.) If you’re selling cloud infrastructure, for the most part, growth may be down a smidge but is still strong, e.g., MongoDB.

Merchant Services 273

Merchant Services Azure Software AWS 273

SaaStr

JULY 25, 2023

AWS re:Invent : AWS re:Invent is Amazon Web Services’ (AWS) annual conference, focused on cloud computing and SaaS-related services. The event brings together developers, architects, and IT professionals to explore the latest AWS developments.

ChatGPT 231

ChatGPT AWS SaaS CTO 231

SaaStr

DECEMBER 14, 2023

With the marketing team, there are a lot of the classic functions — brand marketing, product marketing, and partner marketing. When it comes to marketing Workspace, Alison shared they’re double down on showing off the value off of Duet AI, Google Workspace’s AI assistant.

Cloud 245

Cloud Scale AWS AI 245

SaaStr

DECEMBER 20, 2023

So to serve both segments at the simultaneously, ZoomInfo has been rolling out a Product-led sales motion, that gives the ability for an SMB customer to sign up directly on their website for a free trial and grow into a paid customer, without ever having to talk to an sales rep or go through a demo process. So, what’s new at ZoomInfo?

New CTO 259

New CTO Scale Sales Hiring AWS 259

SaaStr

MARCH 6, 2024

Salesforce and Marc Benioff at first said the core market, security identity, was too small of a market. Split Sales Team Managing SMB Accounts Into 2 Teams, One on New Business and One on Upsell It’s interesting to see Okta do this a bit later in life than some, but it makes a ton of sense given the current macro environment.

Fractional VPE 225

Fractional VPE Part-Time VPE Scale SMB 225

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. Now, let’s take this idea and apply it to the world of marketing metrics. Can also be responsible for PQLs, if there is a sales motion to upsell self-serve. . ➝

Metrics 93

Metrics Revenue Scale Marketing 93

SaaStr

MAY 15, 2024

A lot of you reading SaaStr are probably more B2B SaaS oriented and may not be paying attention to the consumer market, but it’s already massive and is continuing to grow quickly. Back to the consumer market. You can tune into Workshop Wednesday every single Wednesday at 10 a.m. PST to connect with top execs from companies like.

Subscription 269

Subscription Payment Features B2B Mobile 269

SaaStr

AUGUST 19, 2023

Ari Lee Bayme, Managing Director @ Sandfox Advisors See You There!! Ari Lee Bayme, Managing Director @ Sandfox Advisors See You There!! Ari Lee Bayme, Managing Director @ Sandfox Advisors See You There!! Ari Lee Bayme, Managing Director @ Sandfox Advisors See You There!! Ari Lee Bayme, Managing Director @ Sandfox Advisors See You There!!

VP of Engineering 224

VP of Engineering AWS AI Engineering 224

SaaStr

DECEMBER 24, 2022

So this was a Truly Terrible, Very Bad, Just Plain Awful year for SaaS IPOs — and IPOs in general. And they paid 10x+ TTM sales for these deals. The IPO market is shut, but liquidity is still out there for the best properties. The IPO window is closed. Shut, mostly. since 2021. Today, it looks like almost no one will.

Venture Capital 289

Venture Capital AWS SaaS Acquisition 289

SaaStr

JUNE 28, 2023

So there was a quiet SaaS IPO you may have missed in the craziness of 2021 — SEMRush, a tool your marketing department quite likely uses to keep track of the performance of your SEO and marketing site. It’s tough out there in the public markets, folks. This likely explains the modest multiple and market cap.

Scale 206

Scale AWS Scaling Revenue 206

SaaStr

DECEMBER 7, 2020

3. “Atlassian and AWS Say: Maybe Worry a Little Bit. A Framework For Your First SaaS Sales Comp Plan. 6. “What Makes a Great VP of Sales and How to Hire One” Another SaaStr Classic that is just as relevent today. What Makes a Great VP of Sales and How to Hire One. More on that soon!

Venture Capital 323

Venture Capital Sales Hiring AWS Cloud 323

SaaStr

NOVEMBER 24, 2021

The SaaS sales model seems so well-established, as hundreds of founders build their businesses and raise funding. Mark Roberge, Founder of Stage 2 Capital and Senior Lecturer at Harvard Business School, shares insights from his years of experience into common SaaS sales missteps and how you can avoid them. Copy your entire product.

Sales Hiring 199

Sales Hiring Scale Compensation Sales 199

SaaStr

SEPTEMBER 10, 2023

I’m using Google Workspace (Gmail, Drive), AWS , Vercel , Slack , Figma , Notion , Salesforce , HubSpot , Secureframe , Clari , and Zapier. #2. Last week we had a great one with Luca Penati, CMO & CCO of BEE, check it out here. This week we have Shrav Mehta, Founder and CEO of Secureframe! #1. What’s your core stack of apps today?

AWS 237

AWS compliance AI Startup 237

SaaStr

JANUARY 29, 2023

Even If It’s Awful for Series A-E Rounds. SaaStr 628: Revenue Alignment: How to Pull Marketing, Sales, and Customer Success Together with Divvy CRO Sterling Snow  2. SaaStr 629: CRO Confidential: Sales Recruitment in 2023 For Candidates and Hiring Managers With Flexport’s Ben Braverman   3.

Sales Recruiting 199

Sales Recruiting Sales Hiring Scale AWS 199

Clouded Judgement

APRIL 11, 2024

The first few months of this year felt like a lot of churning in the market. It looks at the YoY dollar change in quarterly revenue from the hyperscalers (just looking at Azure / AWS because the data goes back further) going back a few years. What I’ve shown below is the market-adjusted stock price reaction.

Cloud 177

Cloud Software Azure AWS 177

Sales Hacker

APRIL 23, 2024

Before Common Room, Linda led product marketing for serverless computing at Amazon Web Services, where she saw firsthand the impact connected data and person-level insights had on accelerating product adoption, earning new customers, and expanding account revenue. Why a modern go-to-market approach requires moving beyond legacy CRM systems.

Sales Recruiting 86

Sales Recruiting Scale AWS Management 86

Intercom, Inc.

AUGUST 30, 2022

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. For startups in particular, AWS Activate provides architecture guidance and expert support to help you accelerate your growth. Intercom – Customer engagement. Apply now.

Scale 163

Scale Payment Services Startup AWS 163

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 210

Scale Marketplace as a Service Cloud SaaS Payments 210

SaaStr

MAY 21, 2022

Sprout Social IPO’d in Dec 2019 at an $800m market cap. years later, in a market down 50% …. The markets for SaaS and Cloud stocks are down 50%+ in just a few months, and it hasn’t spared even the leaders. A few case studies: * Sprout Social IPO’d in December 2019 at an $800m market-cap. The markets are brutal.

AWS 225

AWS SaaS Cloud Scale 225

SaaStr

SEPTEMBER 28, 2023

But developers notoriously don’t want to talk to anyone ever, and they’ll still spend six figures and beyond without ever talking to sales. Head of Sales: They don’t understand what SAML means and don’t plan to learn it. WorkOS is evolving, so how can they build a Go-To-Market function that satisfies all these people?

Enterprise readiness 234

Enterprise readiness Payment Solutions Enterprise Payments 234

SaaStr

DECEMBER 9, 2020

At @Mailchimp , US customers’ email marketing activity is up 15% since the beginning of the pandemic compared to the same time last year. These days, it can really feel like the Old Bag of Sales Tricks is starting to just not work anymore: With maybe 500x the SaaS vendors of 10 years ago, there’s so much noise.

Sales Hiring 354

Sales Hiring Outbound Sales Team AWS Engineering 354

SaaStr

NOVEMBER 13, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Datadog, ZoomInfo, Atlassian, AWS: Epic Growth — But Some Real Headwinds For The First Time. When You Fall Out of Product-Market Fit. 5 Interesting Learnings from Duolingo at $360,000,000 in ARR. Top Videos This Week: 1.

Sales Recruiting 231

Sales Recruiting AWS Compensation Enterprise 231

SaaStr

JULY 19, 2022

Drift brings Conversational Marketing, Conversational Sales and Conversational Service into a single platform that integrates chat, email and video and powers personalized experiences with artificial intelligence (AI) at all stages of the customer journey. Usually, it takes a paradigm shift to grow. appeared first on SaaStr.

GCP(Google Cloud Platform) 229

GCP(Google Cloud Platform) Artificial Intelligence Enterprise readiness Azure 229

FastSpring

FEBRUARY 22, 2024

Join us at the Moscone Center in San Francisco from March 18-22nd, for an extraordinary event dedicated to continually defining market innovations and providing insight into the future of games. Some key features of GDC include: The market-defining conference has a comprehensive selection of lectures, panels, and roundtable discussions.

Merchant Services 156

Merchant Services Development Payment Services SaaS Payments 156

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. Is there a big Total Addressable Market? Does this market need disruption? The commercial market you choose to build and offer your customers defines you, yes.

Scale 207

Scale Scaling AWS Sales Hiring 207

User Pilot

MAY 10, 2023

Artificial intelligence is revolutionizing our everyday lives, and marketing is no different, with several examples of AI in marketing today. Marketers are now making AI an integral part of their marketing strategies. This article examines what artificial intelligence in marketing looks like today.

Artificial Intelligence 66

Artificial Intelligence AI Search AI Machine Learning 66

Clouded Judgement

OCTOBER 28, 2022

Hyperscalers Report Quarterly Earnings This week we saw AWS (Amazon), GCP (Google) and Azure (Microsoft) report earnings. Overall, it wasn’t pretty… AWS grew 28% when expectations were 30-31%. Every week I’ll provide updates on the latest trends in cloud software companies. Follow along to stay up to date!

Cloud 130

Cloud Azure AWS Cost optimization & reporting 130

SaaStr

FEBRUARY 20, 2021

But are AWS, Azure and Google Cloud just too big for us to learn from? And it’s gone much more aggressive in its sales motions. The Cloud Market as Google Cloud defines it has grown at a jaw-dropping rate, from $85B in ’15 to $290B in ’20. It’s titled upmarket, as many of us do.

Cloud 214

Cloud Azure AWS Scale 214

SaaStr

FEBRUARY 22, 2023

I have a strong, semi-proven thesis that in SaaS, market size doesn’t matter that much … at least in the traditional top-down sense. Yes, many of the big winners in SaaS entered already large markets, from CRM (Salesforce) to ERP (Workday) to Collaboration (Workday, Asana). Like Shopify and Okta, to pick two. And what mix?

Scale 214

Scale Sales Hiring Venture Capital AWS 214

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. They reached $10 million ARR by year three, which was exciting, but what was missing was a true sense of product-market fit. million revenue quarter…In reality, though, we were still the founder-led sales company.”.

Sales Hiring 273

Sales Hiring Data AWS Leadership 273

SaaStr

OCTOBER 6, 2022

We help B2B SaaS marketers turn organic search into a source of repeatable revenue through software and coaching. The platform automates the provisioning of your application to the cloud (AWS, GCP, Azure), integrating cloud ops, DevOps, and security/compliance with 24×7 monitoring and support.

GCP(Google Cloud Platform) 210

GCP(Google Cloud Platform) Azure AWS compliance 210

SaaStr

JULY 1, 2020

An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Kristen Habacht runs EDR sales at Atlassian, which I got a check today, $40 billion-$50 billion company. Four, people in the sale? Kristen Habacht: Well, there’s none in sales.

Merchant Services 180

Merchant Services Scale Sales Recruiting Sales 180

SaaStr

MAY 3, 2022

Patricia Hanna, VP Americas Sales Ops @ Confluent. Shradha Kothari, Chief of Staff, SVP & GM North America Sales @ Twilio. Courtney Pallotta, VP of Marketing @ ChaosSearch. Jen Dawson @ AWS. Sarah Din, VP of Marketing @ Builder.io. Farrah B, VP Business Operations @ Cribl. Olga Perez-Bonnelly @ Elastic.

New CTO 191

New CTO Scale CTO AWS 191