SaaStr

JULY 1, 2020

An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Kristen Habacht runs EDR sales at Atlassian, which I got a check today, $40 billion-$50 billion company. Four, people in the sale? Kristen Habacht: Well, there’s none in sales.

Merchant Services 266

Merchant Services Scale Sales Recruiting Sales 266

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.

New CTO 316

New CTO Scale Sales Hiring CTO Hire 316

SaaStr

APRIL 27, 2021

After polling CIOs, Gartner found that total SaaS spend will grow from $100B in 2020 to $140B in 2022: A few interesting implications and learnings: The growth in SaaS buying should give you a +20% a year boost on top of your other sales and marketing efforts. That’s a huge tailwind. Go grab your piece. This is your time, folks.

GCP(Google Cloud Platform) 241

GCP(Google Cloud Platform) Azure AWS SaaS 241

Clouded Judgement

JUNE 19, 2024

It’s worth pointing out that Azure is a bit above the long term trendline, while AWS is still below (but accelerating up). For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs. The graph below shows the median net retention going back to 2020.

Cloud 318

Cloud GCP(Google Cloud Platform) Software Azure 318

SaaStr

DECEMBER 27, 2023

Customers range from AWS skills-builder platforms with billions of users to Zoom using it for customers and employees. They started via SMB and are now serving the Amazons of the world. When a new sales leader comes in, they usually say the data is messed up, difficult to comprehend, and unclear about where leads are coming from.

Sales Hiring 283

Sales Hiring Scale SMB Outsourced Development 283

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

SaaStr

JUNE 1, 2021

Hire the VP of Marketing, MBA, the VP of Sales, MBA, the VP of Customer, MBA, the VP of Engineering, MBA, and now, the odds of any semblance of survival, let alone success, are vanishingly small at this point. Do not…,” and the reason is no one hardly ever has succeeded in building a big business in SMB. Much appreciated.

Part-Time VPE 297

Part-Time VPE Technical Cofounder CTO Hire New CTO 297

Clouded Judgement

APRIL 11, 2024

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. If we break this down and look at Azure and AWS independently (graphs below), you’ll see how the AWS “swings” were a lot more volatile.

Cloud 184

Cloud Software Azure AWS 184

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

OCTOBER 15, 2019

Cold calling to set up demos has never worked for Mapistry, but we’ll share with you some of the strategies that have allowed us to increase our qualified lead flow by more than 400% and increase our sales ops by more than 3x in 2018. So as Lauren sort of alluded to, we started by focusing on SMB’s. Join us at SaaStr Annual 2020.

Underperforming Technical Team 223

Underperforming Technical Team Sales Hiring SMB Enterprise 223

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. It’s most severe in the SMB world. And as an entrepreneur, I do consider myself in sales and I believe sales is a noble profession.

Software Review 260

Software Review Scale Technical Review SaaS 260

FastSpring

FEBRUARY 11, 2021

If you’ve never heard of B2B before, then the term can leave you scratching your head and wondering, “What is B2B sales?” B2B is shorthand for “business to business sales.” Though it used to be referred to as B to B sales, sometime in the late 90’s “to” was replaced by “2” by someone who we can only guess was an awfully busy person.

B2B 78

B2B Strategy B2C Sales 78

SaaStr

JUNE 26, 2024

Even though HubSpot grew 23% at $2.5B, there was weaker demand and longer sales cycles, and they had to do pilots with CEOs and CIOs. You can see the growth on the platform side with Azure, Google, and AWS and how much it’s accelerating in AI. They’re very SMB and just closed their first $750k TCV deal.

CTO Hire 148

CTO Hire AI Venture Capital Sales Hiring 148

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

SEPTEMBER 13, 2020

We’ve all seen AWS and what they’ve done with their platform. Everyone knows Shopify for what it is today, but in the earlier days, it really was the best SaaS platform for SMB eCommerce providers. This is really founder-led sales. If you look at the IAS vendors, they passed $130 billion revenue milestone this year.

Sales Hiring 235

Sales Hiring Scale Payments Cloud 235

OpenView Labs

JUNE 17, 2019

And unfortunately, on more than one occasion, I’ve seen this FOMO cause them to lose remarkable salespeople and sales leaders that were previously beyond excited to work with them. Here are three reasons FOMO is the kryptonite of high-growth sales organizations… and how to conquer it. hire them immediately. How did you feel?

Sales Recruiting 53

Sales Recruiting Sales Hiring Scale Sales 53

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

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. The sales process is like a machine. Incentivize the right behaviors.

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. For example, technology companies like AWS, GCP, and Snowflake offer no contracts for customers interested in using their self-service option or beta-testing the solution. Sales strategy and coverage.

Pricing 52

Pricing Payment Solutions Outsourced Development Compensation 52

OpenView Labs

MAY 5, 2021

Related podcast episode: How MongoDB Scaled Their Open-Source Product with a Bottom-Up and Top-Down Sales Motion. The answer likely depends on your market segmentation, as freemium may ease adoption friction for SMB/mid-market companies. Are you targeting enterprise or mid-market/SMB? Enterprise sales are quirky beasts.

Business 52

Business SMB Scale DevOps as a Service 52

Mucker Capital

APRIL 6, 2023

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. If you have a very complicated product–for example you sell AWS or you sell Snowflake–those are infrastructure products. Those types of tools actually require work in the initial days of the sales motion.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

SaaStr

MARCH 26, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The 48 Types of VP Sales. 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. Make Deadly Sure You Hire the Right One.

AWS 243

AWS Scale Sales Hiring SMB 243

SmartKarrot

NOVEMBER 18, 2020

Inspire customer success across the Customer Success department and throughout the company, working with sales, marketing, product, and finance. Collaborating with the sales, partnerships, and marketing team to develop a regular stream of multi-channel engagement programs to drive product adoption, retention, and customer advocacy.

Merchant Services 10

Merchant Services Technical Advisors Customer Success Payment Services 10

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Scale 137

Scale Sales Recruiting Sales Hiring VP of Engineering 137

Sales Hacker

JANUARY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. The first one, I know my sales cycle. Fred Viet: Yeah, we hope so.

Outsourcing Services 118

Outsourcing Services Scale Outsourced Development AWS 118

SaaStr

JANUARY 28, 2020

And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. You can’t, you have to invest in that sales infrastructure.”

Sales Hiring 247

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 247

SaaStr

AUGUST 26, 2022

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. It was funny for Henry to say he segmented his sales team at 80 million in ARR. Transcript.

Sales Hiring 246

Sales Hiring Scale Sales Recruiting Scaling 246

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

SEPTEMBER 14, 2021

In this episode of the Sales Hacker Podcast, we have Amy Frampton , Head of Marketing at BambooHR and 15-year marketing veteran. Join us for a hilarious conversation about what’s changed in marketing lately, brushing shoulders with Marshawn Lynch, poaching SDRs and AEs from sales, and tips for employer branding. powered by Sounder.

Sales Recruiting 107

Sales Recruiting Sales Hiring Marketing Underperforming Technical Team 107

Casey Accidental

DECEMBER 11, 2023

To continue its growth, instead of investing in new product value, Eventbrite kept grafting new growth loops onto this core loop to acquire more event creators and drive more ticket sales per event, creating a much more complicated growth model that looks like the below. Canva was more of a single player and SMB tool.

Payments 113

Payments Scale Payment Solutions Technical Review 113

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. Needs more pre sales support.

Scale 90

Scale VP of Engineering Sales Hiring Enterprise 90

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

Finally before Twitter, Liat was VP of Sales @ Revolution Prep where she led and managed 7 offices. How does Liat think about challenging the traditional sales model? Harry Stebbings: Finally before Twitter, Liat was a VP of Sales at Revolution Prep where she led and managed seven offices. Loving our podcast content? Pricing? *

Sales Hiring 160

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 160

Sales Hacker

JANUARY 13, 2025

Over the years, he built and scaled a world-class sales organization, creating a team that generated hundreds of millions in revenue. This success was underpinned by five distinct phases of growth, each requiring a unique type of sales leader and leadership approach. seller, head of sales, or commercial cofounder).

Scale 109

Scale Sales Hiring Artificial Intelligence SMB 109