Tom Tunguz

MAY 13, 2015

In particular, Ariba sold software to run RFPs, manage contracts with suppliers, analyze corporate spending and ensure financial compliance. In 2002, the company invested significantly in sales and marketing, but suffered a decline in revenue. At the outset, Ariba sustained very high gross margins, in the low 80 percent range.

Outsourced Development 114

Outsourced Development Software Review Technical Review compliance 114

SaaStr

JULY 2, 2019

I manage North America sales for Slack, and I’m joined by my colleague Dannie Herzberg, who runs mid-market sales in our sales development team. Following five years at Oracle, I was lucky to land at Salesforce.com in 2002. A third bucket actually guides how we’ve built our sales development program here.

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Sales Hacker

MAY 8, 2020

And, they would do a multiyear agreement with us to work together for a number of years, and then we would renew that contract from time to time. We moved from using more offshore people, we moved to onshore people. That was basically shifting to be much less offshore, and to be much more onshore consultants.

Outsourced Development 72

Outsourced Development VP of Engineering Consulting Sales Hiring 72

Sales Hacker

MAY 13, 2025

29:00 The shift from product-led to intelligence-led SaaS development. 31:00 Seat-based pricing is dying how to move to value-based contracts. Navigating payroll, benefits, and compliance shouldnt slow you down. And, the ROI is gonna be built into the contract in a way that like paying per head is not.

AI Search 75

AI Search AI ChatGPT Software Review 75