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.

New CTO 312

New CTO Scale Sales Hiring CTO Hire 312

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 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.

Scale 259

Scale Marketplace as a Service Cloud SaaS Payments 259

Clouded Judgement

APRIL 11, 2024

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., This metric is more self-explanatory, so I won’t go into detail.

Cloud 184

Cloud Software Azure AWS 184

Clouded Judgement

MARCH 22, 2024

Subscribe now ARR (Annual Recurring Revenue) vs ERR (Experimental Runrate Revenue) ARR (Annual Recurring Revenue) is one of the most popular SaaS (Non-GAAP) metrics. However, it’s also one of the most loosely used metrics, and is frequently misused. I created this subset to show companies where FCF is a relevant valuation metric.

AI 190

AI Cloud Revenue Technical Advisors 190

SaaStr

JUNE 1, 2021

The other thing that dropped our odds of success was the fact that we were focused on small business, on the SMB market, and everyone we talked to, literally everyone. Do not…,” and the reason is no one hardly ever has succeeded in building a big business in SMB. I’m paraphrasing… [laughter].

Part-Time VPE 290

Part-Time VPE Technical Cofounder CTO Hire New CTO 290

SaaStr

JULY 1, 2020

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. For example, we’ve got like Roman from Gorgeous that Sam knows at the end of the day talking about dealing with SMB turns, they did something interesting at Gorgeous.

Merchant Services 258

Merchant Services Scale Sales Recruiting Sales 258

Clouded Judgement

JUNE 9, 2023

They did call out sequential growth in Confluent Cloud every quarter this year which was a big positive Still seeing elongated deal cycles and less expansion revenue The Bad AWS: Headwinds Getting Worse Their quarter ended in March, but on the earnings call they called out weakening growth in April.

Trends 130

Trends Cloud Azure AWS 130

SaaStr

OCTOBER 31, 2019

What I’m going to do is talk a little bit about what we’ve seen over the course of the last year and then also talk about some metrics we track or we encourage our founders to track as they’re building their businesses, and then, lastly, try to go through a few predictions for the next couple of years.

Cloud 111

Cloud Scale AWS Machine Learning 111

OpenView Labs

FEBRUARY 3, 2022

This metric represents how long it takes, in months, to pay off the costs of acquiring a given customer on a gross margin basis. AWS and other infrastructure providers have been using UBP for nearly a decade. These metrics are an indicator of product-market fit. Here’s what we learned: 1.

Headcount 98

Headcount SaaS Compensation Acquisition 98

SaaStr

JUNE 26, 2024

You can see the growth on the platform side with Azure, Google, and AWS and how much it’s accelerating in AI. They’re very SMB and just closed their first $750k TCV deal. To some extent, it’s not clear. Maybe endless price increases,” Jason says. A lot of it is moving to versions of AI. How does a startup benefit from this?

CTO Hire 144

CTO Hire AI Venture Capital Sales Hiring 144

Sales Hacker

AUGUST 7, 2020

Senior Vice President, Sales SMB. Sales Manager, SMB New Business Acquisition. VP, SMB Essentials Sales. Amazon Web Services (AWS). Praxis Metrics. Head of Sales – SMB New Business Acquisition. Team Lead, North America – Global Marketing Solutions. Laura Mason Hoad. Faiza Hughell. RingCentral.

VP of Engineering 130

VP of Engineering Sales Recruiting Sales Hiring Payment Services 130

SaaStr

SEPTEMBER 13, 2020

We’ve all seen AWS and what they’ve done with their platform. Everyone knows Shopify for what it is today, but in the earlier days, it really was the best SaaS platform for SMB eCommerce providers. Number two, we really want companies to report and track these metrics early. It is staggering. Be confident.

Sales Hiring 230

Sales Hiring Scale Payments Cloud 230

OpenView Labs

AUGUST 5, 2019

The wrong expectations, metrics, and therefore behaviors are being incentivized by focusing on things like call appointment volume instead of meaningful outcomes like deals closed. That way, SDRs can stop worrying about hitting vanity metrics and focus on finding the leads that will drive real revenue. Incentivize the right behaviors.

Sales Hiring 58

Sales Hiring Sales Recruiting Sales AWS 58

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. For example, technology companies like AWS, GCP, and Snowflake offer no contracts for customers interested in using their self-service option or beta-testing the solution. Uncommitted contracts.

Pricing 52

Pricing Payment Solutions Outsourced Development Compensation 52

Mucker Capital

APRIL 6, 2023

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. 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. Just get it to work.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

SmartKarrot

NOVEMBER 18, 2020

Maximize customer retention metrics. Apply here: [link] Role: Customer Success Manager – UKNE Location: London, GB, UK Organization: Dataiku As a Customer Success Manager, you will actively serve a portfolio of accounts from various industries, ranging from SMB to large enterprises, mostly based in the UK & NE.

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. And listen and pay attention to those metrics on a monthly basis, and don’t just evaporate, because I think it’s super risky. ” I’m like, that sounds awful. SMB numbers are harder to get with, but it’s like 60 or 70 for SMBs.

Sales Hiring 239

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 239

Sales Hacker

SEPTEMBER 14, 2021

I actually was supposed to go to AWS and he called me and he said, “Hey, I’m going to go work for Paul Allen.” As we work with SMBs here, we tend to say how can we serve this certain audience? It’s a little bit different, enterprise to SMB, but I think they’re both super important.

Sales Recruiting 106

Sales Recruiting Sales Hiring Marketing Underperforming Technical Team 106

Sales Hacker

OCTOBER 7, 2021

are just as critical as understanding the fundamental SaaS metrics such as LTV/CAC, payback, etc. It took me a long time to admit to myself that I don’t enjoy transactional SMB sales. Understanding how various decisions impact the company’s margin (e.g. What would you tell a woman just starting a career in sales?

Scale 136

Scale Sales Recruiting Sales Hiring VP of Engineering 136

OnStartups

JULY 7, 2021

And then I met Brian in grad school and we both have this kind of shared passion for SMB. It's like, okay, you've got an AWS instance somewhere that's costing you. If you sit on the sidelines, trying to assess ideas and look at market metrics and things like that. That was my kind of path, my kind of chosen path.

Payment Methods 140

Payment Methods Technical Review Software 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. It's like, okay, you've got an AWS instance somewhere that's costing you. If you sit on the sidelines, trying to assess ideas and look at market metrics and things like that. That was my kind of path, my kind of chosen path.

Payment Methods 40

Payment Methods Technical Review Software Review Payment Solutions 40