SaaStr

DECEMBER 20, 2023

So to serve both segments at the simultaneously, ZoomInfo has been rolling out a Product-led sales motion, that gives the ability for an SMB customer to sign up directly on their website for a free trial and grow into a paid customer, without ever having to talk to an sales rep or go through a demo process. So, what’s new at ZoomInfo?

New CTO 316

New CTO Scale Sales Hiring CTO Hire 316

SaaStr

AUGUST 8, 2023

The team is typically highly cross-functional, working together with sales, product, engineering, and marketing, and the goal is to help the other teams make better decisions through data and financial modeling. In 2014, storage had historically been Dropbox’s most significant cost driver, with hundreds of millions of dollars spent on AWS.

Scale 239

Scale Finance Outsourcing Services Sales Recruiting 239

SaaStr

FEBRUARY 22, 2023

Same software, dude. But same software. How many sales reps, how much marketing spend, how many engineers will you really need? Worth hiring a sales team, raising some venture capital (even a modest amount). It was just a little while ago that Salesforce was doing $1 billion in ARR revenue. Some solid updates, yes.

Scale 285

Scale Sales Hiring Venture Capital AWS 285

SaaStr

MAY 31, 2023

AWS is seeing this, and so is Snowflake. Also you can see sales & marketing headcount is basically flat, while hiring is almost all in engineering / R&D. Given the massive amount of compute and storage involved, I would have expected “less than software” gross margins. Not none, just less.

Headcount 246

Headcount Scale Sales Hiring AWS 246

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. And it’s one of the three large cloud vendors that we all know: Microsoft, AWS, and Google. Jabari Norton. Crowdstrike.

Scale 263

Scale Marketplace as a Service Cloud SaaS Payments 263

Clouded Judgement

APRIL 11, 2024

My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., Is Software Rebounding? It looks at the YoY dollar change in quarterly revenue from the hyperscalers (just looking at Azure / AWS because the data goes back further) going back a few years.

Cloud 184

Cloud Software Azure AWS 184

Intercom, Inc.

AUGUST 30, 2022

When you’re selecting tools for your startup tech stack, you don’t need all the bells and whistles of enterprise software – in fact, tools built for more mature companies will likely have more complexity (and thus more costs) than you really need at this early stage. Your first few hires are so influential in the success of your company.

Scale 163

Scale Payment Services Startup AWS 163

SaaStr

SEPTEMBER 13, 2020

We’ve all seen AWS and what they’ve done with their platform. If you think of this in the context of software, it’s particularly powerful because for years, we’ve been seeing the visionaries out there promoting this transition. The dark blue bar here is cloud as a percentage of worldwide software spend.

Sales Hiring 235

Sales Hiring Scale Payments Cloud 235

Baremetrics

OCTOBER 31, 2021

When you first get started, effectively any hosting setup will do the trick: your application is small, you have relatively few customers, and perhaps (depending on your sales process) expectations around performance and reliability are a bit lower during the beta phase. Over time all of that changes. Well… maybe! But not for us.

AWS 115

AWS DevOps as a Service Underperforming Technical Team Development Team Review 115

Sales Hacker

MARCH 10, 2020

This week on the Sales Hacker podcast, we speak with Nicole Wojno Smith , the VP of Marketing at Tackle.io. Nicole is the VP of Marketing at Tackle.io, a company that helps ISVs sell their software through the cloud marketplaces. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker Podcast. We’re on iTunes.

Sales Hiring 85

Sales Hiring Scale Marketing AWS 85

Sales Hacker

JUNE 1, 2020

Many of today’s fastest-growing software companies have something in common — their products can sell themselves. According to OpenView — the expansion stage software VC — there are more than 300 mature software companies that have embraced PLG. Sales Isn’t Going Anywhere. Just look at Zoom’s S-1 filing. Here’s the thing.

Sales Hiring 99

Sales Hiring Scale Headcount Sales 99

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

VP of Engineering 131

VP of Engineering Sales Recruiting Sales Hiring Payment Services 131

SaaStr

JUNE 3, 2020

The SaaS Trust Crisis is making it harder to market and sell software and services than ever before. And today, I’m very excited to be the co-founder and CEO of G2 where we’re building the world’s leading marketplace for SaaS software. The situation is getting worse. Godard Abel | Co-Founder and CEO @ G2.

Software Review 260

Software Review Scale Technical Review SaaS 260

Stax

APRIL 17, 2025

These days, software is no longer just a toolits the backbone of how modern businesses operate. At the heart of this transformation is a growing ecosystem of Independent Software Vendors (ISVs) building applications that plug into broader platforms and solve specialized problems. What is an ISV (Independent Software Vendor)?

Merchant Services 88

Merchant Services Payment Solutions Payment Services Payments 88

Clouded Judgement

MARCH 31, 2023

Every week I’ll provide updates on the latest trends in cloud software companies. How Will AI Effect Software Business Models? Like many, I’ve been thinking about how AI and foundation models will effect the world of software. In particular - how AI will effect software business models. What do I mean by this?

Cloud 130

Cloud Sales Hiring AI Headcount 130

Sales Hacker

DECEMBER 3, 2019

The Data-Driven Sales Manager. The average tenure of a sales VP these days is just 19 months, according to Xactly CEO Chris Cabrera, who expects that number to drop lower as businesses become increasingly data reliant. Here’s how he sees data changing sales management. They also hire more diversely.

Sales Enablement 112

Sales Enablement Artificial Intelligence Branding Sales Hiring 112

Outseta

JANUARY 20, 2020

In this post I’m going to share the most important lessons about growing a SaaS business that I learned at Buildium—collectively, these things had an awful lot to do with the company being valued so highly. I was offered a job as Buildium’s first full-time marketing hire, pulling in a cool $38,400 annually.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

SaaStr

JUNE 1, 2021

There are rules in starting an enterprise software company. In this top-rated session Dharmesh Shah, cofounder and CTO of HubSpot, shares how he and his co-founders broke all of the “rules” and ended up creating an entirely new category of marketing software. I’ve built commercial software products before.

Part-Time VPE 297

Part-Time VPE Technical Cofounder CTO Hire New CTO 297

SaaStr

OCTOBER 15, 2019

Lots of us fantasize about moving upmarket, but are unsure of how to get started, is it just a matter of hiring a team of SDRs and getting them to hit the phones? Oops… Today we’ll be covering the five tips and here they are right here, from handling buyer expectations to navigating the complex sale.

Underperforming Technical Team 223

Underperforming Technical Team Sales Hiring SMB Enterprise 223

Sales Hacker

OCTOBER 8, 2018

This week on the Sales Hacker podcast, we speak with Chris Degnan , Chief Revenue Officer of Snowflake Computing, one of the fastest growing SaaS platforms in the world. Chris walks us through his habits, his principles, and his system for enterprise sales. How to manage your career to solve for upside. What You’ll Learn.

Scale 83

Scale Sales Hiring Sales Recruiting CTO Hire 83

Point Nine Land

JANUARY 30, 2019

How the AI wave could impact the B2B software industry in the next decade Last year I explained in a video, embedded below, that I believed the B2B software industry was entering a new stage: the SaaS wave was now in its deployment phase, and at the same time, the next big innovation wave, driven by AI, was in its installation phase.

AI Search 70

AI Search AI B2B Software 70

Sales Hacker

SEPTEMBER 29, 2020

Subscribe to the Sales Hacker Podcast. Sales enablement is easy: all you have to do is create perfectly targeted content, stay informed on email best practices, drive more engagement quarter over quarter, spend less money, and do all of this with less time. More sales meetings, start creating better sequences faster, go to go.regie.io

Scale 120

Scale CTO Hire CTO Coach Scaling 120

SaaStr

SEPTEMBER 12, 2019

They told us they would do tons of all this pricing stuff and help us with hiring and introduce us to customers, and all of these things. Your sales team becomes more efficient, your customer success team becomes efficient, your customers like you more. Atlassian famously does not have a sales team. There’s no UX engineer.

Investment 113

Investment Underperforming Technical Team Sales Hiring Software Review 113

SaaStr

OCTOBER 31, 2019

Before I joined the venture capital industry many years ago, I was a software developer, and I worked for a startup around the 2000 time period. The cloud software industry has changed. Retail was mentioned twice, that’s it, and AWS was mentioned 78 times, so it’s probably not surprising that they’re doing this.

Cloud 113

Cloud Scale AWS Machine Learning 113

Intercom, Inc.

OCTOBER 1, 2020

Sales, marketing, finance, support, and R&D all use the roadmap for different thing. Sales want to sell it, marketing needs to plan for it, finance needs to model it, support needs to be able to explain it, and R&D needs to be excited about it. Des: Different backgrounds as well, different styles of producing software.

VP of Engineering 165

VP of Engineering Sales Hiring Underperforming Technical Team Engineering 165

Intercom, Inc.

OCTOBER 1, 2020

Sales, marketing, finance, support, and R&D all use the roadmap for different thing. Sales want to sell it, marketing needs to plan for it, finance needs to model it, support needs to be able to explain it, and R&D needs to be excited about it. Des: Different backgrounds as well, different styles of producing software.

VP of Engineering 165

VP of Engineering Sales Hiring Underperforming Technical Team Engineering 165

Intercom, Inc.

AUGUST 1, 2019

Michael and his team created a lucrative reward system for startups , which they were able to do through group purchasing (taking advantage of a vertical that allowed them to buy software packages). Level One is marketing, sales or BD. And then you get into paid, out-of-home, investor channel, sales, marketing, versus SDR.

Strategy 36

Strategy Payment Methods Payment Services Startup 36

Baremetrics

FEBRUARY 19, 2018

The main accounts are: Cost of Revenue. Sales & Marketing. We’re using Quickbooks Online as the example accounting software, but you should be able to follow along if you use something different, such as Xero. Open Quickbooks Online, and navigate to Accounting on the left sidebar. Sales & Marketing.

Startup 81

Startup DevOps as a Service Customer Lifetime Value SaaS 81

Outseta

MAY 8, 2020

Best of all, the types of smart people that you run into in tech run the gamut from highly technical software engineers, to massively creative designers and marketers, to analytical data wizzes and finance experts. As a US citizen, it’s very clear to me that many of our best and brightest go into this field.

Part-Time VPE 102

Part-Time VPE Fractional VPE Sales Hiring Underperforming Technical Team 102

OpenView Labs

AUGUST 5, 2019

On paper, the segmented sales model that many SaaS businesses use seems great – who wouldn’t want to copy the success of Salesforce? But there’s a trend I’m seeing that’s making me wonder whether this segmented sales model is actually good for us. That or they’re ready to cut to the chase to see your software.

Sales Hiring 41

Sales Hiring Sales Recruiting Sales AWS 41

Kraftblick

SEPTEMBER 4, 2018

In the highly competitive market of custom software development, adding a special twist to your appeal may be just what you need to attract potential customers and persuade them to pick your company out of a crowded field. The customer’s pain point: Software developers are awfully expensive. We are cheaper. Leads don't just pop in.

Outsourcing Services 45

Outsourcing Services Outsourced Development Software Sales Hiring 45

Audacix

OCTOBER 5, 2019

As enterprises increasingly become more open to introducing cloud software to their environments, you as a cloud provider must proactively anticipate their concerns and address them. But they are considering all of them after your sales meetings have ended. Why are enterprise buyers' concerned about cloud software security?

Cloud 45

Cloud Enterprise Software Review Cybersecurity 45

User Pilot

APRIL 29, 2024

Service providers like Amazon Web Services (AWS), Google Cloud Platform, and Microsoft Azure offer server hosting and load-balancing services. Service providers like Amazon Web Services (AWS), Google Cloud Platform (GCP), and Microsoft Azure offer infrastructure services that support backend development.

Azure 52

Azure GCP(Google Cloud Platform) AWS Construction 52

OpenView Labs

DECEMBER 13, 2019

How to Build A Software Company in the End User Era. Over 500 software companies participated, from pre-revenue to $150M+ ARR publicly traded SaaS companies. That’s certainly true in developer tooling (AWS), sales and support (Salesforce), MarTech (Adobe), commerce (Square), HR tech (Workday) and even vertical markets (Veeva).

Sales Hiring 52

Sales Hiring Benchmarks AWS Scale 52

How To Buy Saas

APRIL 25, 2024

Today’s shifts are so paramount that software providers just can’t miss out on them. The Development of the SaaS Field through Years Today, the software as a service market boasts tremendous global revenue and is projected to achieve a valuation of $232 billion in 2024. The adoption of cloud-based software.

Artificial Intelligence 52

Artificial Intelligence AI Trends Machine Learning 52

Audacix

OCTOBER 5, 2019

As enterprises increasingly become more open to introducing cloud software to their environments, you as a cloud provider must proactively anticipate their concerns and address them. But they are considering all of them after your sales meetings have ended. Why are enterprise buyers' concerned about cloud software security?

Enterprise readiness 52

Enterprise readiness Enterprise Cybersecurity SaaS 52

Outseta

OCTOBER 11, 2019

For example, in the early days of Buildium we were marketing a product that helped landlords and small property management companies do things like collect rent and manage maintenance requests from their tenants online. But I think it’s fair to say the market never demanded an all-in-one software platform to launch a SaaS start-up.

Product Marketing 50

Product Marketing Marketing Sales Hiring Education 50