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 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.

Scale 262

Scale Marketplace as a Service Cloud SaaS Payments 262

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. A SaaStr Classic!! million in 2013 to $115.9

Part-Time VPE 296

Part-Time VPE Technical Cofounder CTO Hire New CTO 296

Clouded Judgement

MARCH 22, 2024

Every week I’ll provide updates on the latest trends in cloud software companies. 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).

AI 190

AI Cloud Revenue Technical Advisors 190

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 259

Software Review Scale Technical Review SaaS 259

Clouded Judgement

JUNE 9, 2023

Every week I’ll provide updates on the latest trends in cloud software companies. Let’s take a look back at the 6 main consumption players in software and how they preformed. Given most software companies are not profitable, or not generating meaningful FCF, it’s the only metric to compare the entire industry against.

Trends 130

Trends Cloud Azure AWS 130

SaaStr

JULY 1, 2020

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. For example, we’ve got like Roman from Gorgeous that Sam knows at the end of the day talking about dealing with SMB turns, they did something interesting at Gorgeous.

Merchant Services 265

Merchant Services Scale Sales Recruiting Sales 265

SaaStr

OCTOBER 15, 2019

At Mapistry, moving upmarket is exactly what CEO, Allie Janoch, set out to do two years ago and in this talk, she and Lauren Alexander, Mapistry’s VP of Marketing and Demand Generation, will share the playbook they have developed for generating warm leads in a market of buyers unused to purchasing software. It’s not going to work.

Underperforming Technical Team 222

Underperforming Technical Team Sales Hiring SMB Enterprise 222

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 Artificial Intelligence 113

Sales Hacker

AUGUST 7, 2020

VP Nokia Software, North America Sales. Senior Vice President, Sales SMB. Sales Manager, SMB New Business Acquisition. BMC Software. VP, SMB Essentials Sales. Amazon Web Services (AWS). Sales Technology. Training & Coaching. Customer Success. Career Development. Jobs and Hiring. Leadership. RingCentral.

VP of Engineering 131

VP of Engineering Sales Recruiting Sales Hiring Payment Services 131

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

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. Software Sales. That’s where B2B software companies step in. B2B is shorthand for “business to business sales.” Think of it this way. Types of B2B Companies.

B2B 78

B2B Strategy B2C Sales 78

OpenView Labs

FEBRUARY 3, 2022

You can find fast-growing software companies in almost any vertical, but there are certain characteristics they all share. AWS and other infrastructure providers have been using UBP for nearly a decade. Editor’s Note: This article first appeared on VentureBeat here. Here’s what we learned: 1.

Headcount 73

Headcount SaaS Compensation Acquisition 73

OpenView Labs

MAY 5, 2021

Many companies are strategic consumers of open-source software as a means to reduce the burden on their software engineering team to build everything from the ground up. What are some of the benefits of open-sourcing your software? Sometimes, open-sourcing your software can open a floodgate. You reduce adoption friction.

Business 52

Business SMB Scale DevOps as a Service 52

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. Uncommitted contracts.

Pricing 52

Pricing Payment Solutions Outsourced Development Compensation 52

OpenView Labs

AUGUST 5, 2019

That or they’re ready to cut to the chase to see your software. Otherwise, you’re assuming an awful lot of risk that can hurt your business and then some later. Buyers typically do a lot of research online before they ever reach out to a company and talk to someone.

Sales Hiring 41

Sales Hiring Sales Recruiting Sales AWS 41

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. For example, Amplitude is a product analytics software. That's the buyer “aha!”

Startup 52

Startup Scale CTO Hire Outsourced Development 52

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. Top Obstacles to Making Software Decisions with G2’s VP – Asia Pacific, Chris Perrine  4. LIVE Workshop Wednesday with GGV Capital: Scaling The Top SMB SaaS Companies 5.

AWS 243

AWS Scale Sales Hiring SMB 243

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 118

Outsourcing Services Scale Outsourced Development AWS 118

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

SaaStr

JANUARY 28, 2020

And I remember being at that Dreamforce in 2009, which was awful. And some folks would come back and say, “I want to renegotiate because the world has ended,” but enterprise software is budgeted. And we’re not all building the most mission critical software, but our stakeholders don’t want to rip us out.

Sales Hiring 246

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 246

SaaStr

AUGUST 26, 2022

I’m going to get the numbers wrong, I think Amazon has 10,000 open positions out in AWS. These are categories of software that have existed for 30 or 40 years for a reason. You can mock Salesforce or Oracle or Workday, but these are endemic issues that will always need heavy software. Are they smarter and love software?

Sales Hiring 246

Sales Hiring Scale Sales Recruiting Scaling 246

Casey Accidental

DECEMBER 11, 2023

Canva was more of a single player and SMB tool. Companies build a deep understanding of how they achieved product/market fit in the first market, and make as few tweaks as possible to adapt the product/market fit to these adjacent audiences.

Payments 113

Payments Scale Payment Solutions Technical Review 113

Sales Hacker

SEPTEMBER 14, 2021

She’s the head of marketing at an HR software company called Bamboo HR. She was VP of product marketing at Smartsheet, a leading work management software company. I actually was supposed to go to AWS and he called me and he said, “Hey, I’m going to go work for Paul Allen.” Give us the pitch.

Sales Recruiting 107

Sales Recruiting Sales Hiring Marketing Underperforming Technical Team 107

Sales Hacker

OCTOBER 7, 2021

A people person with extensive C-Level experience in enterprise software, business development and operations. I exited to pursue other interests after Upland Software acquired the company in 2019. It took me a long time to admit to myself that I don’t enjoy transactional SMB sales. It can take you anywhere. Emiley Oster.

Scale 137

Scale Sales Recruiting Sales Hiring VP of Engineering 137

Sales Hacker

AUGUST 18, 2023

Seth Hammac , Global Partnerships & Alliances @ AWS Ok so what CAN you do to set yourself up for success? The SMB or Mid-Market AE that closed a few deals may be trusted with lots of potential but if they do not have experience selling upmarket, it’s probably not going to go well. Remember this is an experiment.

Scale 90

Scale VP of Engineering Sales Hiring Enterprise 90

OnStartups

JULY 7, 2021

And then I met Brian in grad school and we both have this kind of shared passion for SMB. So every software company that ever was has always said, "Our product is intuitive and easy to use." Because here's what happens in order for a human to use software. They can express something they want and the software can do it.

Payment Methods 140

Payment Methods Technical Review Software Review Payment Solutions 140

SaaStr

OCTOBER 25, 2019

So it shouldn’t be the software company in Silicon Valley dictating how you do your work. By democratizing software as a medium, we are changing the way the world sees and interacts with software and that allows everyone to realize their true value and build whatever it is they need to be the most successful.

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. So every software company that ever was has always said, "Our product is intuitive and easy to use." Because here's what happens in order for a human to use software. They can express something they want and the software can do it.

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. 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. Culture becomes the engine.

Scale 109

Scale Sales Hiring Artificial Intelligence SMB 109