SaaStr

FEBRUARY 21, 2024

AWS can’t support 20 partners equally. It’s a defensible strategy to create differentiation when you and that partner build out specific integrations. When partnering with big folks like Drata does with AWS, you have to bring business to them. Pick your strategies, invest in them, and start tiering. It won’t work.

AWS 286

AWS Scale Sales Hiring Marketing 286

SaaStr

JANUARY 20, 2023

Get ready for 50+ speakers for the very first SaaStr APAC event in Singapore, including: APAC Update: State of the Cloud with Bessemer Venture Partners , Anant Vidur Puri, Partner at Bessemer Venture Partners Lessons Learned in Scaling to $1B ARR: From VMware, AWS and Databricks with Databrick’s SVP and GM Ed Lenta The Secrets to Building (..)

AWS 299

AWS Cloud Trends Startup 299

Tom Tunguz

MARCH 8, 2020

Recently, we welcomed Lisa Lawson to SaaS Office Hours to talk about building a channel go-to-market strategy for SaaS companies. Marketplaces: AWS marketplace, Heroku marketplace, Salesforce marketplace. Lisa built the channel at Optimizely, which accounted for a meaningful fraction of new business. Here are my notes. Where to Start.

Scale 349

Scale AWS Consulting Sales Enablement 349

SaaStr

APRIL 2, 2023

SaaStr 646: The Secrets to Building a Global Platform and Ecosystem with Xero Global Chief Strategy Officer Damien Tampling  2. SaaStr 644: Lessons Learned in Scaling Early-Stage to Hyper-Growth Companies: From VMware, AWS and Databricks with Databricks SVP and GM Ed Lenta  4.

Scale 246

Scale AWS Scaling Enterprise 246

SaaStr

AUGUST 8, 2023

In a fascinating workshop session, Miao shares his thoughts on how finance teams can contribute to company strategy and grow revenue. Growth Strategy Identify and implement new growth opportunities and revenue streams. Cost Optimization Identify and implement strategies to improve margins. Sign up for free.

Scale 239

Scale Finance Outsourcing Services Sales Recruiting 239

SaaStr

NOVEMBER 15, 2023

64% of Large Customers Sourced From Partners They are AWS’s largest cybersecurity partner. What’s your channel / partner strategy? #9. Most Enterprises Buy More Than 60 Endpoint Security Products So there is room for many winners here. #8. Only Founded in 2011. Even in a time of odd uncertainty in Cloud and SaaS.

Cybersecurity 300

Cybersecurity AWS Benchmarks Cloud 300

SaaStr

JUNE 18, 2022

Bonney Pelley, SVP, Strategy + Operations @ New Relic. Jen Dawson @ AWS. Bonney Pelley, SVP, Strategy + Operations @ New Relic. Robin Spencer, Chief Strategy Officer @ Clearbit. Avlok Kohli, CEO @ AngelList. Farrah B, VP Business Operations @ Cribl. Patricia Hanna, VP Americas Sales Ops @ Confluent.

CTO 286

CTO Scale New CTO AWS 286

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. It was pretty easy to drive that from our side.

Scale 263

Scale Marketplace as a Service Cloud SaaS Payments 263

SaaStr

MAY 3, 2022

Bonney Pelley, SVP, Strategy + Operations @ New Relic. Jen Dawson @ AWS. Avlok K, CEO @ AngelList. Farrah B, VP Business Operations @ Cribl. Patricia Hanna, VP Americas Sales Ops @ Confluent. Shradha Kothari, Chief of Staff, SVP & GM North America Sales @ Twilio. Courtney Pallotta, VP of Marketing @ ChaosSearch.

New CTO 268

New CTO Scale CTO AWS 268

SaaStr

NOVEMBER 17, 2023

So I’d suspect the underlying SaaS companies were trading around 5x-6x or so on average. And also while many of the above names had seem growth slow at scale, bear in mind they are all awfully good SaaS companies. You might be worth less ? is interesting to see.

AWS 321

AWS SaaS Pricing Acquisition 321

Intercom, Inc.

FEBRUARY 26, 2018

It’s even harder if you don’t know all of the armies on the field, their strategies and weapons, or even who’s a friend and who’s a foe. In this battle, I’ve found a secret weapon hidden within one of our core engineering strategies, an idea called Run Less Software. The same is true in software. Innovative startups.

Outsourcing Services 224

Outsourcing Services Software Review Software Outsourced Development 224

Intercom, Inc.

AUGUST 1, 2019

This week, I invited Michael to come on the show and tell us about their growth strategy. We’ve done that with a number of software vendors, probably most notably AWS, because AWS is just so expensive that they’re able to offer a pretty big discount to our customers. Is that part of the strategy as well?

Strategy 36

Strategy Payment Methods Payment Services Startup 36

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. We will do our best to pack it with as much value as we can, give you some tactics and strategies that hopefully you can implement. It is Q4 right now.

Outsourcing Services 117

Outsourcing Services Scale Outsourced Development AWS 117

SaaStr

JULY 19, 2022

Secureframe allows companies to get compliant within weeks, rather than months and monitors 100+ services, including AWS, GCP, and Azure. By breaking down the typical silos of technology and strategy, we collaborate with clients to increase revenues, align teams, and engage your best customers.

GCP(Google Cloud Platform) 265

GCP(Google Cloud Platform) Artificial Intelligence Enterprise readiness Azure 265

SaaStr

MARCH 22, 2023

Ed Lenta, the SVP and GM of Databricks, had the rare opportunity of scaling three hypergrowth companies — VMware, AWS, and Databricks. You need to marry your go-to-market strategy to specific commercial structures that you, as a SaaS company, decide to offer your customers. Of course, we all know how that turned out.

Scale 262

Scale Scaling AWS Sales Hiring 262

SaaStr

JULY 1, 2024

It could be a 6-month, 12-month, or multi-year venture, so you want the cash to invest in an upmarket strategy properly. 1: Build a Demand Gen Strategy The first thing you want to think about is building or rebuilding a demand strategy. You want to think a couple of quarters out to really build this strategy.

Sales Hiring 306

Sales Hiring Scale SMB compliance 306

SaaStr

AUGUST 19, 2023

Ari Lee Bayme, Managing Director @ Sandfox Advisors See You There!! Ari Lee Bayme, Managing Director @ Sandfox Advisors See You There!!

VP of Engineering 246

VP of Engineering AWS Engineering AI 246

Intercom, Inc.

APRIL 19, 2018

That includes all of our cloud strategy, cloud operations, backend engineering, IT and security. I started at Amazon before they had Amazon Web Services (AWS) so I was lucky enough to see AWS born out of the guts of all of the great operations work done for the amazon.com retail website. What it means to Run Less Software.

Outsourcing Services 192

Outsourcing Services Part-Time VPE Software AWS 192

Frontegg

JUNE 30, 2021

We will see later that the technologies integrated into AWS allow this difficulty to be quickly resolved. We can use three different strategies to solve this problem: foreign key, segregated schema, and segregated database. Each table involved in the application has a foreign key to a tenant’s control table with this strategy.

AWS 88

AWS SaaS Payments Payment Methods Enterprise 88

SaaStr

AUGUST 2, 2021

Examples include AWS, Adobe, Microsoft, and Google Cloud. The focus also widens to executing an outstanding GTM strategy and build top-notch customer success. Examples include IBM, Accenture and Deloitte. Phase Two: ($100 Million – $1 Billion). And remember to scale.

Outsourcing Services 291

Outsourcing Services Scale Scaling Outsourced Development 291

SaaStr

APRIL 21, 2023

Now, he has five more marketing strategies that are sure to generate more leads if done right. Most of these SaaS marketing strategies require little money, which is great for those lean, mean teams looking to get the most bang for their buck. What is the best strategy for events? Keep doing it. It’s too much.

Outsourcing Services 263

Outsourcing Services Scale Outsourced Development Marketing 263

SaaStr

AUGUST 4, 2021

From AWS to Vimeo: this year’s speaker lineup is packed with incredible speakers and content. A Marketer’s Playbook for Building a Sustainable Growth Strategy with Datadog’s CMO Alex Rosemblat. Check out the full detailed agenda here. There’s content that everyone on your team can learn from.

Scale 204

Scale AWS B2C SaaS 204

SaaStr

AUGUST 16, 2022

But third-party events like AWS, Dreamforce, SaaStr, Shoptalk? So if you are frustrated that partner marketing isn’t working, or is too hard, don’t blame the channel or the strategy. But the perfect, hand crafted email that hits a prospect exactly when they truly need your product? Well that can work like magic.

Scale 332

Scale Sales Hiring Marketing SaaS 332

Intercom, Inc.

AUGUST 30, 2022

No matter how great a new tool may seem, it can’t replace strategy or processes, so make sure those are clearly defined first. As Des Traynor, co-founder and Chief Strategy Officer of Intercom, says, your first few hires are so influential in the success of your company. AWS – Cloud computing. Questions to ask. . Apply now.

Scale 163

Scale Payment Services Startup AWS 163

SaaStr

APRIL 30, 2022

And what are the different pricing strategies? That’s typically the AWS model, depending on how much space you take, service space, you will pay more. Another point on pricing strategies is there’s the classic, it’s been around for tens of years, per user model pricing. And launching another product.

SaaS Payments 246

SaaS Payments Metrics Payment Methods Scale 246

SaaStr

NOVEMBER 8, 2022

Does it cost so, so much to host a few million lines of code on AWS? More on dominant strategies in SaaS competition here. Why did sales-driven Qualtrics get to $100m+ in ARR without ever raising a nickel, and generating more than $20m a year in free cash flow ? So is SaaS cursed? I’m not sure you can, in many cases.

Scale 300

Scale SaaS Banking AWS 300

SaaStr

NOVEMBER 24, 2021

It is probably a more effective strategy to keep your opening price low and increase your ACV through expansion. “We Raising prices might seem like a quick win to grow your revenue, but it’s critical to bear in mind the effect increased prices will have on your sales cycle, close rates, and disruption risk.

Sales Hiring 260

Sales Hiring Scale Compensation Sales 260

SaaStr

DECEMBER 13, 2021

For us, the SaaS model Amazon Web Services (AWS) offered was an amazing one to look at. The Official SaaStr Podcast is the latest and greatest from the world of SaaStr, interviewing the most prominent operators and investors to discover their tips, tactics, and strategies to attain success in the fiercely competitive world of SaaS.

Enterprise 246

Enterprise AI SaaS AWS 246

SaaStr

AUGUST 7, 2021

Exit Strategy Slide. An Exit Strategy Slide almost by definition tells me you aren’t. This is sort of awful. Not a deal breaker, but worrisome. Companies can’t be run by a quorum. I want to hear that you are building a unicorn — or at least, trying. At least that you believe you are unicorn hunting.

Sales Recruiting 342

Sales Recruiting Scale AWS Investment 342

SaaStr

JANUARY 2, 2024

Next, they moved to credits, which are very popular, with AWS and Google Cloud being great examples of companies that are always giving credits out to startups. During SaaStr Annual, Zendesk Sr. This is where they started, but startups weren’t adopting the product as much with a discount, and there was a lot of conflict with the sales team.

Startup 268

Startup Scale Underperforming Technical Team AWS 268

User Pilot

SEPTEMBER 1, 2024

Looking for SaaS pricing examples to get inspiration for your own strategy? Hopefully, by the end of the article, you’ll have ideas on how to design a pricing strategy that contributes to product growth. Here are some types of SaaS pricing strategies: 1. Why is a SaaS pricing strategy important? Let’s dive in!

Pricing 104

Pricing Strategy SaaS Scale 104

SaaStr

MAY 31, 2024

Up until 2020, the wave of passion for events and content was so strong that all he could do was ride the wave with no strategy. 7: Having the CMO Report to the CRO is a Terrible Idea Having marketing under a CRO is an awful idea for two reasons. It was all organic. Then 2020 hit and forced a reset. You spend even more money.

Sales Hiring 307

Sales Hiring Sales Recruiting Marketing Scale 307

User Pilot

AUGUST 18, 2024

A well-crafted go-to-market strategy could be your secret weapon. In this article, we’ll take a quick look at Maja’s journey and discuss the steps to build a GTM strategy. In an upcoming talk , Maja Voje will share insights into the go-to-market strategy for AI-first products. What is a go-to-market strategy?

AI Search 105

AI Search AI Scale Strategy 105

SaaStr

MARCH 17, 2023

You’ll need a deep understanding of the obstacles faced by buyers and a well-planned content strategy to address them. We’re seeing a growing trend of buyers making SaaS purchases through global marketplaces such as the AWS Marketplace and Azure Marketplace. Delight users with easy setup and use and deliver fast ROI. SaaS changed that.

Marketplace as a Service 246

Marketplace as a Service Software Review Technical Review Azure 246

Sales Hacker

APRIL 23, 2024

Lessons learned from scaling innovative products and go-to-market motions at AWS. Strategies for recruiting exceptional talent and building a customer-centric culture. 21:12 – Linda’s strategy for recruiting and retaining exceptional talent at Common Room.

Sales Recruiting 117

Sales Recruiting Scale AWS Management 117

Intercom, Inc.

NOVEMBER 3, 2021

How we think about alerting strategy. Like feature work, alerts and the alerting strategy should be approached in a deliberate, structured manner. This is especially true if you are running on a cloud platform like AWS and can provision infrastructure without having to worry about requesting additional hardware.

Engineering 209

Engineering Software Review Systems Review AWS 209

CloudGeometry

FEBRUARY 7, 2022

Isolation strategy drivers – Key factors that drive isolation and essential considerations before you choose your isolation strategy for current and future needs. There’s no one-size-fits-all SaaS architecture, so practical strategies of building such frameworks will vary. As use-cases differ, so do isolation strategies.

Well Architected Framework 130

Well Architected Framework SaaS AWS Construction 130