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The Complete Guide to SaaS Pricing Strategy

Tom Tunguz

AWS, Twilio, Heroku, etc. Called field sales or outside sales people, their compensation starts at about $250k per year for on-target earnings (OTE - combination of salary and sales commission). If an AI agent replaces a role that is compensated for specific outcomes, then pricing could align with those outcomes.

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

SaaStr

Meghan Gill, SVP of Sales Ops and Sales Dev at MongoDB, shares different consumption-based compensation models that drive the right behaviors. Compensation will drive it and have unexpected results. If you want to get rid of the cobras, paying for every cobra killed clearly wasn’t the right behavior to compensate.

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Top SaaStr Content for the Week: Mailchimp’s Co-Founder, Y Combinator’s CEO, Workshop Wednesday and More!

SaaStr

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Datadog, ZoomInfo, Atlassian, AWS: Epic Growth — But Some Real Headwinds For The First Time. SaaStr 603: SaaStr CRO Confidential Presents the Ultimate Guide to Sales Compensation, Quotas and Recruiting with SaaStr CEO and Founder, Jason Lemkin.

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BowtiedCocoon: Top SaaS SMB AEs have $125k OTEs. But The Best Ones Make $261k.

SaaStr

Sales Organization 1 Miro 2 Okta 3 Arctic Wolf 4 Sprout Social 5 Google 6 Clickup 7 Cisco Meraki 8 Microsoft 9 Klaviyo 10 AWS 11 Rippling 12 Fivetran. Base Salary + OTE + Top Performers Comp per company summarized in G Sheet below. — BowTiedCocoon (@BowTiedCocoon) April 14, 2022. The post BowtiedCocoon: Top SaaS SMB AEs have $125k OTEs.

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The Most Common SaaS Sales Potholes and How to Avoid Them with Mark Roberge (Podcast #498 and Video)

SaaStr

It’s 2021, but surprisingly, a significant number of SaaS companies still use outdated sales compensation plans. Salespeople are often compensated at the highest rate when they win brand new business, but that might not be good for revenue expansion and might contribute to churn.

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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. 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.

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Snow Angels Come Early to Data : Snowflake's Strength Spells Success for Startups

Tom Tunguz

” Microsoft is now compensating their salespeople for selling Snowflake more aggressively than in the past, perhaps as a competitive joust to Databricks. “Non-GAAP product gross margin of 78% was up approximately 300 basis points year-over-year. Improved terms from the cloud service providers have contributed to margin expansion.”