SaaStr

AUGUST 2, 2021

Also, they had a direct sales team mainly selling to enterprises in a top-down sales motion. “[The The sales team] saw the partners as competition because many of the partners had big practices with the incumbents…and we would have to compete with them deal-by-deal and win based on our technology.”.

Outsourcing Services 284

Outsourcing Services Scale Scaling Outsourced Development 284

Tom Tunguz

JUNE 19, 2016

It builds products of the highest quality often with innovative and novel manufacturing techniques. If a startup decides to sell their product through a channel partner in addition to their direct sales team, they add another layer of complexity. The company positions itself in the market as a premium brand.

Pricing 127

Pricing Startup Strategy Development 127

SaaStr

DECEMBER 17, 2019

And when we met Mary, we were just lucky that it was a great mix of having those deep finance roots and then thinking about it in a truly innovative and kind of a forward-leaning way. And in this round, we’d actually been talking to both a number of investors, but also a number of independent board members trying to find that ideal mix.

Payments 212

Payments SaaS Payments Banking Underperforming Technical Team 212

OPEXEngine

FEBRUARY 22, 2022

This reality influences their go-to-market (GTM) strategy, which relies on a lower overall sales and marketing budget and a higher mix of marketing to sales spending. Customer success is usually staffed by a mix of customer support, sales, and engineering folks contributing some portion of their time to the Cost of Revenue.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

SmartKarrot

NOVEMBER 22, 2022

A few years ago, it was common for companies to have separate sales and marketing departments. In fact, this is still the case in many organizations and even in some of the most innovative ones. However, this approach is changing rapidly.

Engineering 10

Engineering Scale SaaS Payments Payment Solutions 10