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 Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies. Azure’s marketplace has over 4 million monthly visitors.

Scale 263

Scale Marketplace as a Service Cloud SaaS Payments 263

SaaStr

JUNE 1, 2021

There are rules in starting an enterprise software company. You will fail if you: 1) try to build a suite of products out of the gate, 2) focus solely on SMBs, or 3) have an MBA. Do not…,” and the reason is no one hardly ever has succeeded in building a big business in SMB. We did the basic, pro, and enterprise.

Part-Time VPE 297

Part-Time VPE Technical Cofounder CTO Hire New CTO 297

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. Let’s cover the agenda. Thanks Allie.

Underperforming Technical Team 223

Underperforming Technical Team Sales Hiring SMB Enterprise 223

Clouded Judgement

MARCH 22, 2024

Enterprise software businesses strive for 90-95% gross retention (generally the percent of revenue that sticks with you vs churns altogether), with net expansion in the 120%+ range (the aggregate change in expansion - contraction - churned revenue). On top of that, churn and expansion tend to be quite predictable with low volatility.

AI 190

AI Cloud Revenue Technical Advisors 190

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. Overall Stats: Overall Median: 5.7x

Trends 130

Trends Cloud Azure AWS 130

SaaStr

JULY 1, 2020

We’ll have an incredible panel with team from Zuora, whose OG enterprise with two CAOs talking about what people are really buying. 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. I don’t want to read all of it.

Merchant Services 266

Merchant Services Scale Sales Recruiting Sales 266

Sales Hacker

AUGUST 7, 2020

Enterprise Sales. Allied Air Enterprises. Senior Vice President, Sales SMB. Sales Manager, SMB New Business Acquisition. Hewlett Packard Enterprise. Enterprise Account Executive. Intrado Enterprise Collaboration. So here’s the list, in no particular order. Leadership. Sales Development. Sales Growth.

VP of Engineering 131

VP of Engineering Sales Recruiting Sales Hiring Payment Services 131

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 113

Cloud Scale AWS Artificial Intelligence 113

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. So the average enterprise is adding about a hundred SaaS apps per year. It’s most severe in the SMB world. So quite significantly.

Software Review 260

Software Review Scale Technical Review SaaS 260

Treehouse Technology Group

JUNE 2, 2022

Treehouse Technology Group is strategy and data firm providing custom, end-to-end solutions for our enterprise and SMB clients. As a Lead Data Engineer, you will work with stakeholders and… The post Data Architect (Python & AWS Cloud) appeared first on Treehouse Tech Group.

AWS 40

AWS Cloud Data SMB 40

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.” Think of it this way. A company that sells bananas to individual customers is an example of B2C sales.

B2B 78

B2B Strategy B2C Sales 78

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

OpenView Labs

MAY 5, 2021

The answer likely depends on your market segmentation, as freemium may ease adoption friction for SMB/mid-market companies. And yet on-premise deployments are still very common, especially the enterprise. Are you targeting enterprise or mid-market/SMB? Enterprise sales are quirky beasts. Yes, SaaS is powerful.

Business 52

Business SMB Scale DevOps as a Service 52

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

OpenView Labs

AUGUST 5, 2019

Even former SDRs notice this: Speaking from experience, there is enough on the line with enterprise buyers (potential $ earned and reputation) that it makes sense to hire a full-cycle seller to handle everything. Otherwise, you’re assuming an awful lot of risk that can hurt your business and then some later. Final thoughts.

Sales Hiring 41

Sales Hiring Sales Recruiting Sales AWS 41

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. Many enterprise technology solutions use committed contracts to lock customers in, provide volume discounts, provide customers with budget expectations, and enable revenue predictability.

Pricing 52

Pricing Payment Solutions Outsourced Development Compensation 52

Mucker Capital

APRIL 6, 2023

If you're primarily targeting very large enterprise companies, it's very hard usually to use PLG as the only way to sell to those companies. 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. The other dimension you need to think about is the product complexity.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

SaaStr

APRIL 24, 2025

OnRamp is hosting a CCO Happy Hour from 5-7 ahead of the CCO Summit on Wednesday The AI Frontier Scaling Agents & Driving Innovation in SMB and Enterprise side event from 6-8pm in Mountain View with Nebius, CEO of Otter.ai, VP AI at EvenUp, CEO HeyBoss AI, and more. At the VIP stage at SaaStr. Will be fun!

AWS 147

AWS SMB AI Innovation 147

SaaStr

MARCH 26, 2023

SaaStr 644: Lessons Learned in Scaling Early-Stage to Hyper-Growth Companies: From VMware, AWS and Databricks with Databricks SVP and GM Ed Lenta  2. SaaStr 642: Founder-Led Enterprise Sales: Failure Points on the Path to $100m ARR  5. LIVE Workshop Wednesday with GGV Capital: Scaling The Top SMB SaaS Companies 5.

AWS 243

AWS Scale Sales Hiring SMB 243

SmartKarrot

NOVEMBER 18, 2020

Apply here: [link] Role: Strategic Customer Success Manager Location: San Francisco, CA, US Organization: Miro As a Strategic Customer Success Manager, you will manage a portfolio of 25-35 Enterprise customers. Maximize customer retention metrics. Identify, track, and improve the health status of each of your customers.

Merchant Services 10

Merchant Services Technical Advisors Customer Success Payment Services 10

Sales Hacker

JANUARY 7, 2025

With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth. And I know you’ve had some great experience, particularly while you were at AWS, running different partner sales, channel sales. They cannot resell.

Outsourcing Services 119

Outsourcing Services Scale Outsourced Development AWS 119

SaaStr

AUGUST 26, 2022

I’m going to get the numbers wrong, I think Amazon has 10,000 open positions out in AWS. In the enterprise, there’s a handful of problems you have to solve. Salesforce was a very rudimentary SMB app for a brief period of time, but it was. It was rudimentary, and it became enterprise.

Sales Hiring 246

Sales Hiring Scale Sales Recruiting Scaling 246

SaaStr

JANUARY 28, 2020

And I remember being at that Dreamforce in 2009, which was awful. Jason : And two things, I founded EchoSign because we had SMBs and enterprise customers. The SMBs during the recession churned at a massive rate, right? But your enterprise customers aren’t going anywhere. I mean, literally. We were wrong.

Sales Hiring 247

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 247

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

Sales Hacker

OCTOBER 7, 2021

Adrienne has been in Enterprise Technology sales for over 6 years specifically focused on helping state and local governments utilize their data to drive better outcomes for our communities. A people person with extensive C-Level experience in enterprise software, business development and operations. Adrienne Greenberg. Arley Nevar.

Scale 137

Scale Sales Recruiting Sales Hiring VP of Engineering 137

Casey Accidental

DECEMBER 11, 2023

Canva was more of a single player and SMB tool. As a result of this, it looked like Figma would monetize a lot better, with a classic per seat model selling to enterprises, with Canva having a lot of single user subscriptions. It has not become the Miro killer the company imagined as of yet. Canva is not in a competitive space.

Payments 113

Payments Scale Payment Solutions Technical Review 113

Sales Hacker

SEPTEMBER 14, 2021

Before that, she served in marketing and leadership positions at Vulcan, the holding company founded by Microsoft co-founder Paul Allen, Hewlett Packard Enterprise, and Microsoft. I was then chief of staff at Hewlett Packard Enterprise OpenStack business, and then at Vulcan for the CEO for four and a half years.

Sales Recruiting 107

Sales Recruiting Sales Hiring Marketing Underperforming Technical Team 107

Sales Hacker

AUGUST 18, 2023

Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’. David Nour , Managing Partner @ The Nour Group The biggest mistake is assuming that because you have PMF in MM/Commercial, that you will have PMF in Enterprise.

Scale 91

Scale VP of Engineering Sales Hiring Enterprise 91

SaaStr

MARCH 31, 2025

” Head of AI Dialpad: “How to Build AI at Scale” GTM/ B2B Speakers: CEO HubSpot Yamini Rangan : “Going More Multiproduct, Going More AI, and Going More SMB and More Enterprise” CEO Dropbox Drew Houston : “DropBox’s Third Act: AI & Content Intelligence” CEO Calendly Tope Awotona “Open AMA and (..)

VP of Engineering 264

VP of Engineering VPCs (Virtual Private Cloud) AI Scale 264

SaaStr

OCTOBER 25, 2019

But then if you want to solve business use cases with our amazing pro features, or build with larger teams through our enterprise plans with in depth white glove, customer success support, we have those options too. They classically started at the bottom of the market. I think we can all learn about that.

Sales Hiring 160

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 160

OnStartups

JULY 7, 2021

And then I met Brian in grad school and we both have this kind of shared passion for SMB. And then what I would do if I were an enterprising VC is I was like, okay, let's pick the categories where this thing will have the biggest impact, like business intelligence, reporting kind of stuff, B2B software is a natural fit.

Payment Methods 140

Payment Methods Technical Review Software 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. And then what I would do if I were an enterprising VC is I was like, okay, let's pick the categories where this thing will have the biggest impact, like business intelligence, reporting kind of stuff, B2B software is a natural fit.

Payment Methods 40

Payment Methods Technical Review Software Review Payment Solutions 40

Sales Hacker

JANUARY 13, 2025

Each segment, whether SMB, mid-market, or enterprise, has its own nuances, but they all share a familiar core. Example: Outreachs shift to enterprise sales required an enterprise state of mind across all teams, emphasizing company-wide commitment rather than relying solely on experienced enterprise sellers.

Scale 110

Scale Sales Hiring Artificial Intelligence SMB 110