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From $1M to $3B ARR: Databricks CRO Ron Gabrisko on Scaling a Revenue Rocket Ship

SaaStr

These early conversations helped shape Databricks product, pricing, and go-to-market strategy. Because thats how their customerswho were used to AWS, Azure, and GCP pricingexpected to buy. Then refine your packaging strategy as you scale. Talk to users. Ron recalls. Solve for the highest-value pain points.

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Thanks to Calendly, Drift, Reprise, Secureframe, and Shift Paradigm for Sponsoring SaaStr Annual 2022!

SaaStr

Secureframe allows companies to get compliant within weeks, rather than months and monitors 100+ services, including AWS, GCP, and Azure. By breaking down the typical silos of technology and strategy, we collaborate with clients to increase revenues, align teams, and engage your best customers.

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Snowflake, CrowdStike and SumoLogic: “How to Leverage the Cloud Giants to Scale to 100 Million ARR and Beyond”

SaaStr

And it’s one of the three large cloud vendors that we all know: Microsoft, AWS, and Google. Azure’s marketplace has over 4 million monthly visitors. AWS’s marketplace has seen 1.5 Like I said, we run 100% of our platform on AWS, so the fit was great. It was pretty easy to drive that from our side.

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What’s Holding Up Buyers And How To Meet Them Where They Are With Chris Perrine, Vice President of G2 Asia Pacific (Pod 643 + Video)

SaaStr

You’ll need a deep understanding of the obstacles faced by buyers and a well-planned content strategy to address them. We’re seeing a growing trend of buyers making SaaS purchases through global marketplaces such as the AWS Marketplace and Azure Marketplace. Delight users with easy setup and use and deliver fast ROI.

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Understanding Multi-tenancy, the Keystone of SaaS

CloudGeometry

Isolation strategy drivers – Key factors that drive isolation and essential considerations before you choose your isolation strategy for current and future needs. There’s no one-size-fits-all SaaS architecture, so practical strategies of building such frameworks will vary. As use-cases differ, so do isolation strategies.

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Four Sales Compensation Tactics for Consumption-Based GTM with MongoDB’s SVP of Sales

SaaStr

What’s evolved over the years and is driven by hyper-scalers like Google Azure, AWS, Twilio, and Stripe is the consumption-based model. The VP of Strategy at Snowflake doesn’t have a Customer Success org. There are still some complexities around SaaS-based approaches. This is MongoDB’s approach. You always have to stay engaged.

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Playbook: Scale to $100M+ ARR with a Usage-Based Pricing Model

OpenView Labs

This is why we’re seeing more and more SaaS companies—Datadog, Twilio, AWS, Snowflake, and Stripe, to name a few—find success with product led growth paired with usage-based pricing. It requires shifts in go-to-market strategy, sales compensation, financial planning, billing, and much more. Then they tell their boss what to buy.

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