Clouded Judgement

APRIL 11, 2024

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. If we break this down and look at Azure and AWS independently (graphs below), you’ll see how the AWS “swings” were a lot more volatile.

Cloud 177

Cloud Software Azure AWS 177

SaaStr

DECEMBER 27, 2023

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. They’re also growing fast and are nicely profitable.

Sales Hiring 192

Sales Hiring Scale SMB Outsourced Development 192

SaaStr

MAY 19, 2019

What lessons can we learn from this huge Kiwi SMB success, for other founders? ” So even in SMB sales in smaller markets, if you take dominant market share — you can get to $500m+ in ARR! ” So even in SMB sales in smaller markets, if you take dominant market share — you can get to $500m+ in ARR!

SMB 212

SMB Customer Lifetime Value AWS Churn 212

SaaStr

APRIL 27, 2021

Ok, it’s quite possible Gartner is way underestimating SMB spend here, the total spend on SaaS is likely $200B or more. In my 148 public SaaS companies (including most of the categories of this list but not AWS, Azure, GCP) the aggregate revenue is $185B. That’s $20B more budget than last year, just for enterprises alone.

GCP(Google Cloud Platform) 158

GCP(Google Cloud Platform) Azure AWS SaaS 158

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

Clouded Judgement

MARCH 22, 2024

For SaaS businesses that target smaller SMB customer segments, gross retention is typically in the mid to low 80’s with net expansion in the ~105% range. This is why the consumption players (Snowflake, Mongo, Confluent, Azure, AWS, etc) so more variability in the macro slowdown.

AI 183

AI Revenue Cloud Technical Advisors 183

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 190

Scale Marketplace as a Service Cloud SaaS Payments 190

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

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

Sales Hacker

AUGUST 7, 2020

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

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

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 240

New CTO Scale Sales Hiring AWS 240

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.

Underperforming Technical Team 150

Underperforming Technical Team Sales Hiring compliance SMB 150

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. It’s most severe in the SMB world. They can make donations for those charities.

Software Review 178

Software Review Scale Technical Review SaaS 178

SmartKarrot

NOVEMBER 18, 2020

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. ” I’m like, that sounds awful. SMB numbers are harder to get with, but it’s like 60 or 70 for SMBs. And every vendor was just staring at each other like the world’s dead. I mean, literally. Every retail shop was closed by 2000.

Sales Hiring 204

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 204

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 211

Part-Time VPE Technical Cofounder CTO Hire New CTO 211

OpenView Labs

FEBRUARY 3, 2022

AWS and other infrastructure providers have been using UBP for nearly a decade. Simpler segmentation approach : By bucking the good, better, best seat-based pricing model, a single price point can be used to satisfy cost-conscious SMB customers as well as mid-market/enterprise businesses.

Headcount 73

Headcount SaaS Compensation Acquisition 73

FastSpring

FEBRUARY 11, 2021

If you look around, you’ll find B2B companies in just about every industry and they come in all sizes from small to medium businesses (SMB), all the way up to enterprise. B2B is shorthand for “business to business sales.” Unlike B2C, which is business to consumer sales, B2B sales focus on selling to businesses, not individual consumers.

B2B 78

B2B Strategy B2C Sales 78

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 173

Merchant Services Scale Sales Recruiting Sales 173

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

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 67

Scale VP of Engineering Sales Hiring Enterprise 67

Casey Accidental

DECEMBER 11, 2023

Canva was more of a single player and SMB tool. Companies build a deep understanding of how they achieved product/market fit in the first market, and make as few tweaks as possible to adapt the product/market fit to these adjacent audiences.

Payments 113

Payments Scale Payment Solutions Technical Review 113

OpenView Labs

AUGUST 5, 2019

Far too often clients come to us to help them recruit heavy hitting enterprise salespeople after they’ve tried the segmented model, cut costs to hire SMB AEs dressed up as enterprise sellers, or someone that hasn’t done the job they need them to do, and seen it implode as a result.

Sales Hiring 41

Sales Hiring Sales Recruiting Sales AWS 41

OpenView Labs

JUNE 17, 2019

Think about the last time you went to buy something and had an awful experience with a sales rep (in any capacity – the mall, a store, online, or at work). There is a big difference between the Enterprise market and the SMB market. The same applies in recruiting (and let’s be honest, sales too)! How did you feel?

Sales Recruiting 53

Sales Recruiting Sales Hiring Scale Sales 53

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 79

Sales Recruiting Sales Hiring Marketing Underperforming Technical Team 79

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.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

SaaStr

AUGUST 26, 2022

I’m going to get the numbers wrong, I think Amazon has 10,000 open positions out in AWS. Salesforce was a very rudimentary SMB app for a brief period of time, but it was. That’s not helping the lack of hiring, and everyone that’s big is hiring like there’s no tomorrow. I think Azure’s like 7,000, Google.

Sales Hiring 194

Sales Hiring Scale Sales Recruiting Scaling 194

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

Sales Hiring 153

Sales Hiring Scale Payments Cloud 153

Sales Hacker

OCTOBER 7, 2021

It took me a long time to admit to myself that I don’t enjoy transactional SMB sales. What is your best piece of career advice for women in sales? Be honest about what you enjoy doing and don’t settle for anything less. You deserve to be happy at work and there is no prize for suffering.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

SaaStr

OCTOBER 25, 2019

It doesn’t matter even if it’s AWS’s fault or whoever’s fault, it doesn’t matter, you’re mission critical. The only objection when they invested was that this sort of store thing for SMB was so small, they projected the maximum exit would be seven hundred million. Loren Padelford: That’s true.

Sales Hiring 107

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 107

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. So my plan was to go to grad school, then maybe get like a PhD and then go teach. That was my kind of path, my kind of chosen path. Because it doesn't take that much to.

Payment Methods 140

Payment Methods Software Review Technical 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. So my plan was to go to grad school, then maybe get like a PhD and then go teach. That was my kind of path, my kind of chosen path. Because it doesn't take that much to.

Payment Methods 40

Payment Methods Software Review Technical Review Payment Solutions 40