SaaStr

DECEMBER 27, 2023

Customers range from AWS skills-builder platforms with billions of users to Zoom using it for customers and employees. Between 2016 and 2023, you see the ACV (average contract value) going up and up. That was the result of an operational motion of building a company that, in the beginning, was meant to address SMBs.

Sales Hiring 201

Sales Hiring Scale SMB Outsourced Development 201

OPEXEngine

JANUARY 11, 2022

No contract. Companies that do not need to lock customers in with minimum commitments, particularly in the SMB space, use these types of models. Companies that do not need to lock customers in with minimum commitments, particularly in the SMB space, use these types of models. Uncommitted contracts.

Pricing 52

Pricing Payment Solutions Outsourced Development Compensation 52

SaaStr

OCTOBER 15, 2019

At Mapistry, moving upmarket is exactly what CEO, Allie Janoch, set out to do two years ago and in this talk, she and Lauren Alexander, Mapistry’s VP of Marketing and Demand Generation, will share the playbook they have developed for generating warm leads in a market of buyers unused to purchasing software. It’s not going to work.

Underperforming Technical Team 153

Underperforming Technical Team Sales Hiring compliance SMB 153

SaaStr

JANUARY 28, 2020

And I remember being at that Dreamforce in 2009, which was awful. Jason : Still, I think if you can develop it, it’s a superpower. AUDIENCE QUESTION 2 : It’s a question on sales development. How do you guys see, say, outbound sales develop and evolve five years from now, pure call outbound sales?

Sales Hiring 202

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 202

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. ” We didn’t do any annual contracts.

Part-Time VPE 222

Part-Time VPE Technical Cofounder CTO Hire New CTO 222

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. For many developer tools that is actually one potential vehicle for PLG.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

Sales Hacker

AUGUST 18, 2023

Seth Hammac , Global Partnerships & Alliances @ AWS Ok so what CAN you do to set yourself up for success? The SMB or Mid-Market AE that closed a few deals may be trusted with lots of potential but if they do not have experience selling upmarket, it’s probably not going to go well. Remember this is an experiment.

Scale 68

Scale VP of Engineering Sales Hiring Enterprise 68