SaaStr

OCTOBER 31, 2019

It was around that time about 12 years ago that Jeff Bezos launched AWS, and some of you may remember that, when he did this, Wall Street analysts were looking at him and saying, “Why would you take what’s already a very unprofitable business and drive it further into the red by investing in this AWS initiative?”

Cloud 100

Cloud Scale AWS Machine Learning 100

OPEXEngine

JANUARY 11, 2022

There are many vendor benefits, too — it is easier to sell and it embodies a customer success solution orientation that drives high customer lifetime value and revenue. Companies that do not need to lock customers in with minimum commitments, particularly in the SMB space, use these types of models. Less predictable revenue.

Pricing 52

Pricing Payment Solutions Outsourced Development Compensation 52

Sales Hacker

AUGUST 7, 2020

Senior Vice President, Sales SMB. Sales Manager, SMB New Business Acquisition. Senior Vice President, Strategic Sales & Revenue. Predictable Revenue Inc. VP, SMB Essentials Sales. Amazon Web Services (AWS). Team Lead, North America – Global Marketing Solutions. Laura Mason Hoad. Faiza Hughell.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

SaaStr

OCTOBER 15, 2019

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. Lauren A.: Lauren A.:

Underperforming Technical Team 163

Underperforming Technical Team Sales Hiring compliance SMB 163

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

JUNE 3, 2020

And G2 Gives, we partner with philanthropies, we partner with some of our customers like AWS and Google Cloud, who can then make donations for every review, to thank their customers. But what’s amazing today, the industry is almost doubled at 546 billion in total revenue. It’s most severe in the SMB world.

Software Review 192

Software Review Scale Technical Review SaaS 192

SaaStr

JANUARY 28, 2020

Aaron Ross | CEO @ Predictable Revenue. And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. And I remember being at that Dreamforce in 2009, which was awful. Join us at SaaStr Annual 2020. FULL TRANSCRIPT BELOW. Be careful.

Sales Hiring 214

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 214

SmartKarrot

NOVEMBER 18, 2020

Improve platform and services adoption rate and minimize customer and revenue churn. You will be responsible for Drive and accelerate spend adoption by advising customers on best practices for using SoftwareONE or Microsoft/AWS solutions. Build strategic relationships and position yourself as a trusted advisor to key customers.

Merchant Services 10

Merchant Services Technical Advisors Customer Success Payment Services 10

SaaStr

JUNE 1, 2021

This is the revenue growth for HubSpot leading up to the IPO. 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.

Part-Time VPE 231

Part-Time VPE Technical Cofounder CTO Hire New CTO 231

OpenView Labs

FEBRUARY 3, 2022

To find out which of these features are most common, OpenView surveyed over 500 SaaS companies ranging from pre-revenue to $100 million in ARR. All too often, companies omit certain acquisition costs, over-inflate recurring revenue by failing to strip out one-time revenue, and/or leave out some of the ongoing costs of serving a customer.

Headcount 73

Headcount SaaS Compensation Acquisition 73

SaaStr

JULY 1, 2020

It has a portion of its revenue that’s very sensitive to the economy and a lot of startups in the customer base, good and bad, right? 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. That’s how it all works.

Merchant Services 187

Merchant Services Scale Sales Recruiting Sales 187

Sales Hacker

AUGUST 18, 2023

As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’.

Scale 68

Scale VP of Engineering Sales Hiring Enterprise 68

OpenView Labs

MAY 5, 2021

The answer likely depends on your market segmentation, as freemium may ease adoption friction for SMB/mid-market companies. Are you targeting enterprise or mid-market/SMB? The cloud-managed services attract the lower end of the market and make it possible for these businesses to address the SMB/mid-market segments.

Business 52

Business SMB Scale DevOps as a Service 52

OpenView Labs

AUGUST 5, 2019

And this ends up reducing revenue efficiency because your AE’s are spending more time with less qualified prospects. That way, SDRs can stop worrying about hitting vanity metrics and focus on finding the leads that will drive real revenue. A simple way to do that?

Sales Hiring 41

Sales Hiring Sales Recruiting Sales AWS 41

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. You still have a revenue goal to hit this quarter, something like that.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

SaaStr

AUGUST 26, 2022

Look at Snowflake and GitLab and ZoomInfo, growing almost 60% at a billion in revenue. I’ll tell you, of all the founders I’m impressed with, I’m most impressed with founders that I meet and I’m like, “How you doing”, “Well, I’m at 2 million in revenue and I’m going to grow 2.5

Sales Hiring 203

Sales Hiring Scale Sales Recruiting Scaling 203

Sales Hacker

SEPTEMBER 14, 2021

They’ve got a new website to learn how Outreach performs the act of outreach, how the team follows up with every lead in record time after virtual events, how they turn leads into revenue. 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.”

Sales Recruiting 81

Sales Recruiting Sales Hiring Marketing Underperforming Technical Team 81

SaaStr

SEPTEMBER 13, 2020

If you look at the IAS vendors, they passed $130 billion revenue milestone this year. 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. It is staggering.

Sales Hiring 161

Sales Hiring Scale Payments Cloud 161

Sales Hacker

OCTOBER 7, 2021

I’ve sold to the largest companies in the world on behalf of the largest companies in the world and now help entrepreneurs and small business owners create a B2B Sales Strategy to increase the revenue and value of their business. She is a globally recognized, award-winning revenue enablement executive. Alicia Murphy.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

SaaStr

OCTOBER 25, 2019

As for Liat, prior to Airtable, she was the Chief Revenue Officer @ Assist. As for Liat, prior to Airtable, she was the Chief Revenue Officer at Assist. It doesn’t matter even if it’s AWS’s fault or whoever’s fault, it doesn’t matter, you’re mission critical. Loren Padelford: Yeah.

Sales Hiring 109

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 109

OnStartups

JULY 7, 2021

Because the temptation is always once you start having customers and revenues are growing, things like that, is just to kind of, what we call drag the spreadsheets. And then I met Brian in grad school and we both have this kind of shared passion for SMB. So it becomes revenue generating for me. It doesn't really cost that much.

Payment Methods 140

Payment Methods Software Review Technical Review Payment Solutions 140

OnStartups

JULY 7, 2021

Because the temptation is always once you start having customers and revenues are growing, things like that, is just to kind of, what we call drag the spreadsheets. And then I met Brian in grad school and we both have this kind of shared passion for SMB. So it becomes revenue generating for me. It doesn't really cost that much.

Payment Methods 40

Payment Methods Software Review Technical Review Payment Solutions 40