SaaStr

AUGUST 2, 2021

ServiceNow is a workflow, low-code/no-code software company with over 1500 partners worldwide. Also, they had a direct sales team mainly selling to enterprises in a top-down sales motion. “[The There is a continued push to keep building great products at this point in a software company’s life.

Outsourcing Services 290

Outsourcing Services Scale Scaling Outsourced Development 290

Kellblog

JULY 8, 2020

Here’s an edited version of Mark’s top ten enterprise software startup mistakes list, along with a few comments prefaced by DK. Thinking that your first VP of Sales will take you from $0 to $100M. Startups should hire the right person for the next 18-24 months; anything beyond that is a bonus.

Sales Hiring 144

Sales Hiring Startup Software Review Enterprise 144

Sales Hacker

JANUARY 13, 2021

Enterprise OEM software licensing is a multibillion-dollar segment of the software industry. It includes factual information, personal experience, and interviews from successful professionals on both the buy-side and the sell-side of enterprise OEM software licensing to ensure a broad mix of experience and ideas.

Payment Solutions 90

Payment Solutions Payments Software Review Enterprise 90

Tom Tunguz

JUNE 19, 2016

A bottoms up company like Expensify requires a different marketing mix than a premium software company like Workday. If a startup decides to sell their product through a channel partner in addition to their direct sales team, they add another layer of complexity. And it’s price points top the market.

Pricing 127

Pricing Startup Strategy Development 127

SaaStr

DECEMBER 17, 2019

Zach : Well, I guess in the truest sense we do sell software as a service. Ari : Kind of a classic bottom-up, one of these consumer software in the enterprise. For banks, we do have a more direct sales team and we do some enterprise-wide adoption, but generally trying to sell to Chase as an enterprise is nearly impossible.

Payments 214

Payments SaaS Payments Banking Underperforming Technical Team 214

OpenView Labs

MARCH 15, 2019

For the uninitiated, channel sales refers to the process of partnering with third parties to get your product into the end user’s hands. Part of the appeal of this approach is that it’s a very effective way to scale revenue without having to go through the expense and effort of scaling your direct sales team.

Sales Recruiting 85

Sales Recruiting Scale Sales Hiring Underperforming Technical Team 85

OPEXEngine

FEBRUARY 22, 2022

Customers of these SaaS companies also referred to as “Small and Medium Businesses” or SMBs, need the same software solutions as Enterprise companies but have resource constraints that prevent them from using the top SaaS vendors. As we discussed earlier, Enterprise SaaS companies rely almost exclusively on Direct Sales.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52