SaaStr

MARCH 31, 2021

It was founded way back in 2005 as an outsourcing company, then developed Windows software to automate scripts and more, and turned this into a powerhouse for automating complex functions integrating Cloud and on-prem. 2005: Started as a tech outsourcing company. That means both halves of the revenue engine are humming.

Outsourcing Services 362

Outsourcing Services Outsourced Development Payment Features Cloud 362

Nimble - Sales

JANUARY 5, 2021

The industry is as exciting to be part of as it is ridden with all sorts of challenges, big and small, including lack of skilled talent, cybersecurity issues, lack of agility, outsourcing […]. The post CRM For IT Industry: Software Developers, Cloud Engineers, and More appeared first on Nimble Blog.

Cloud Engineering 118

Cloud Engineering Software Development Outsourced Development Engineering 118

SaaStr

OCTOBER 24, 2022

Developers act, think, and behave differently than your average customer. As an API-first company, WorkOS focuses on selling primarily to developers. Doing Business with Developers. Developers haven’t typically been the buyers in enterprise software, so why should you build for developers?

Outsourced Development 214

Outsourced Development Underperforming Technical Team Development Part-Time VPE 214

Neil Patel

MARCH 12, 2021

If you’re feeling overwhelmed, one of the questions you should ask yourself is “should I outsource my blog?” You could split up the work with guest posts , staff bloggers, or outsource your blog completely. They may be turned off if you step back and start outsourcing your blog posts. It depends.

Outsourcing Services 141

Outsourcing Services Outsourced Development Sales Hiring VP of Engineering 141

SaaStr

OCTOBER 21, 2021

You can outsource development. One engineer working part time never works. You have to find a product the market wants to buy. A Minimum Viable Team. You can do a single co-founder startup. Many folks start something without a truly Minimum Viable Team. No chance without it. Building a prototype alone is not enough.

Outsourcing Services 317

Outsourcing Services Outsourced Development Startup Product Marketing 317

Tom Tunguz

SEPTEMBER 19, 2021

GitLab provides a suite of DevOps tools that enable engineering teams to build and deploy software, and then secure it. implies a 17 month payback period with a contract size of $55k, but the S-1 suggests the enterprise part of the business has been an important focal point. The sales efficiency of 0.67

Metrics 315

Metrics Outsourced Development Scale Cloud 315

Tom Tunguz

MARCH 1, 2021

A company with this architecture will map out the customer journey sufficiently well to develop proxy metrics , leading indicators of customer behavior. A data scientist might develop a churn prediction algorithm. Data like customer contracts, contact history, event attendance, product usage. Should a sales person call them?

Data 363

Data Machine Learning Artificial Intelligence SaaS 363

SaaStr

OCTOBER 29, 2021

Use overages to renegotiate contracts, not charge per event. Strong, but not at crazy levels of some developer apps. 245 employees in Sales & Marketing — vs. 101 in Engineering / R&D. The engineering team is also surprisingly lean. #7. They’re growing even faster at scale. And a few bonus notes: #6.

Scale 312

Scale CTO Hire New CTO CTO 312

SaaStr

FEBRUARY 7, 2023

with Peter Fernandez, COO & Co-Founder at Sirius Support Innovative businesses, investing, m&a and meeting great people with Paul Evans, EGM, Corporate Development at Xero SaaS distribution for SMBs in the African continent with Karan Bathija, VP, Customer Success at Terragon Limited PLUS 13 more Braindates that are ALREADY FULL!

VP of Engineering 298

VP of Engineering Technical Cofounder Outsourcing Services CTO Coach 298

SaaStr

JUNE 29, 2023

Contract values are up nearly 30% from two years ago, representing massive growth in company SaaS spend, which is already a top five line item.” As a result, we’re seeing SaaS companies develop new pricing strategies.” This means higher engineering costs for companies and, so, higher software prices. The best product will win.

VP of Engineering 298

VP of Engineering Trends Cybersecurity Sales Hiring 298

Tom Tunguz

MARCH 9, 2022

The y-axis spans the average contract value (ACV) from $1k to 150k+. Self-serve small ACV companies have developed the hybrid CSAM role ( customer success account managers). The chart above is my mental model for modern customer success teams. This is the classical customer success team structure.

Customer Success 336

Customer Success Outsourced Development Technical Support Startup 336

SaaStr

OCTOBER 14, 2021

And the engine really never stopped running, evolving into a dominant DevOps Platform for software development. We’re getting used to seeing these super-high NRR numbers from the top developer-focused leaders, in many cases because utility pricing often encourages it (see also Datadog, Twilio, etc).

Outsourced Development 67

Outsourced Development Software Development Innovation Cloud 67

Clouded Judgement

JULY 16, 2024

Our platform’s extensible architecture also enables customers to rapidly adopt and develop new solutions that meet the unique and continually evolving needs of their business. Our Finance-specific AI and machine learning engines are built directly on our unified data model, ensuring seamless integration with our Finance solutions.

Benchmarks 295

Benchmarks Data Machine Learning Artificial Intelligence 295

SaaStr

NOVEMBER 30, 2023

Go-to-Market matters because sales and marketing spend remain the biggest proportion of SaaS spend, so honing in on that spend to build an engine and drive growth is paramount. But to develop a GTM strategy, you must have Product Market Fit. Significant savings are possible when using a global workforce vs. onshore.

Scale 278

Scale Sales Hiring Scaling Outsourced Development 278

SaaStr

JUNE 25, 2019

But with it comes immense benefits and competitive advantages such as the diversification of ideas, speedier product development, and representation in important regions and time zones. I started right at the end of 2011, and I started in the role of VP of engineering. The company was 145 people, 40 of which were engineers.

Engineering 184

Engineering Part-Time VPE Sales Hiring Scale 184

SaaStr

APRIL 9, 2024

This platform lets you do all model training, development, deployment, prompt-tuning, and fine-tuning. Going Higher Up the Stack It’s crucial that you’ve got several different software development kits and APIs that help you embed that AI into specific applications, products, and solutions.

AI 302

AI Outsourcing Services Outsourced Development Government 302

SaaStr

MAY 12, 2019

5+ learnings for founders: Developers control a lot of spend today. Customers than typically move to more fixed contracts once they exceed minimum commits. Yes, Fastly is a developer-focused platform with $100k+ price points. Even developer-focused products don’t sell themselves, folks. Make it easy, folks!

Outsourced Development 259

Outsourced Development AWS Retention Enterprise 259

Sales Hacker

DECEMBER 21, 2023

Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%. Each helped, but one “secret” weapon accelerated revenue and customers at an outsized rate: our highly technical Solutions Engineering team. I partnered with Basia Sudol , who joined Stytch as its first Solutions Engineer and now leads the SE team at Stytch.

Engineering 128

Engineering Technical Review Scale Software Review 128

Tom Tunguz

JUNE 27, 2024

Most leaders wants to inject AI into their business to develop a competitive advantage. Master service agreements (MSAs) are the contracts that dictate terms of service, data privacy, & service levels between a buyer & a vendor. AI adoption is slower than expected in many spaces. There are four challenges.

AI 235

AI Outsourced Development compliance Innovation 235

SaaStr

JULY 15, 2022

But I almost never see mediocre outsource SEO really work for B2B. Yes, there is the classic situation where a big company wants to give you a lot of money, but overwhelm your engineering resources. First of all, on go-to-market and sales and marketing, be very, very wary of folks that want to outsource your core.

Scale 298

Scale Outsourcing Services Sales Hiring VP of Engineering 298

Tom Tunguz

DECEMBER 2, 2018

Annual prepay contracts - wherein customers pay for a year’s cost on day - is a free loan from customers. Then the startup develops a go-to-market to identify others who belong to that segment, and sells the basic product to them. The company collects revenue, hires more engineers and develops the second version of the product.

Sales Hiring 226

Sales Hiring Outsourced Development Finance Startup 226

Intercom, Inc.

JULY 14, 2022

That skill required constant practice – an unrealistic ask for the majority of product engineers who are busy delivering product. For that, we needed to get traces into the hands of engineers as soon as possible. errors, slow requests) using smart dynamic sampling while staying below the contract limit.

Engineering 272

Engineering Outsourced Development Metrics Pricing 272

SaaStr

NOVEMBER 17, 2020

What methods are employed by VCs to screw founders and engineers? We’ll either outsource the web development to get a beta version running for users or make a non-working prototype to present to investors. How do CEOs stay calm? What do the top 1% of sales people (software/SaaS) do that the other 99% don’t?

Outsourcing Services 232

Outsourcing Services Venture Capital Outsourced Development Web Development 232

SaaStr

NOVEMBER 1, 2022

AI is likely the next platform, dev tools are strategic given the scarcity of developers, cybersecurity is front and center for enterprises, and the data stack is still going strong. The former CRO of a successful prosumer SaaS company shared how they gave away free annual licenses for all new users over and above the ones contracted.

Scale 298

Scale Sales Hiring Underperforming Technical Team Cybersecurity 298

Intercom, Inc.

APRIL 19, 2018

In engineering, you want to move fast, ship often and solve real customer problems. It means reducing choices amongst engineering teams and standardizing technology, so our team can spend as much time as possible delivering value to customers. Rich: Today I’m the Senior Director for Foundations Engineering at Intercom.

Outsourcing Services 192

Outsourcing Services Part-Time VPE Software AWS 192

Tom Tunguz

NOVEMBER 8, 2023

Data Teams are Becoming Software Teams : DevOps created a movement within software development that empowers developers to run the software they wrote. Most sophisticated data teams run like software engineering teams with product requirement documents, ticketing systems, & sprints. The same thing is happening in data.

Artificial Intelligence 228

Artificial Intelligence Trends Data Software Review 228

SaaStr

NOVEMBER 24, 2020

Join members of their solution engineering team on December 9 at 9 AM PST for a workshop on Stop Losing Customers : 5 Steps to Creating Customers for Life with Freshworks. . PandaDoc is trusted by businesses to create, approve, and eSign proposals, quotes and contracts.

Scale 298

Scale Scaling Outsourced Development compliance 298

Sales Hacker

JULY 25, 2022

In order for your car to run efficiently, you need every part of your engine firing on all cylinders. Everyone on your team must meet their specific goals in order for your engine to operate efficiently. Every part of your revenue engine serves a specific purpose, but each part supports the whole. Efficiency metrics.

Sales Recruiting 117

Sales Recruiting Engineering Revenue Sales Enablement 117

SaaStr

APRIL 13, 2023

Asana isn’t totally enterprise, but its $100k+ deals are the top engine of growth. 5k ACV is their line for a material customer, and what they see as a “larger” contract. Its 500+ $100k Customers Are Growing The Fastest — By Far. 3 Asana still has tiny customers, and plenty of them. 39% of Revenue Outside U.S.,

SMB 310

SMB Outsourced Development Enterprise Scale 310

Incredo

JULY 8, 2019

The team of software engineers and testers is the main asset of any SaaS company – they develop, test and improve the product so the company can attract more and more interested users. And you can make great improvements only if you have dedicated, qualified and experienced software engineers. One last point.

Outsourcing Services 200

Outsourcing Services Scale Outsourced Development Sales Hiring 200

Tom Tunguz

JUNE 21, 2022

Second, UBP reduced friction for individual developers to tinker with the APIs. AEs retired quota by closing annual contracts for a base level usage. AEs deliberately undersized the contract commitment to ensure customer happiness and create opportunities to re-engage the customer for expansion. Compensation.

Startup 203

Startup Sales Hiring Outsourced Development Compensation 203

SaaStr

SEPTEMBER 12, 2023

The company will likely need 1 Sales Engineer for every 8-10 sales reps to support the technical side. • SaaS prices are not usually lower due to competition from developing countries. Long-Term Contracts 8. No Contract At All Some good ones! Even if you don’t want to. Or don’t like the practice.

Sales Hiring 289

Sales Hiring Technical Advisors Compensation Outsourced Development 289

SaaStr

FEBRUARY 7, 2024

Automated Outbound as a Low-CAC Growth Strategy Axelle Heems, Senior Director of Growth Operations at Gorgias, started us off by walking us through how their demand gen engine is fully automated and optimized using a multi-channel approach to reach all contacts at companies within their TAM. Let’s look at some examples. People need to pay.

Scale 278

Scale Sales Hiring Strategy Marketing 278

SaaStr

AUGUST 8, 2023

This function can be outsourced in the early days of a startup, but it is usually brought in-house after Series B. 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.

Scale 239

Scale Finance Outsourcing Services Sales Recruiting 239

SaaStr

MARCH 1, 2024

We’re on the cusp of a golden age in AI, and the lesson learned from Cloud was that Cloud sped up the pace of development by a lot. At Base10, they expect to see the speed of development and deployment accelerate so dramatically that it will make our heads spin. Microsoft is a master class in strategy for us.

Generative AI 298

Generative AI Outsourcing Services AI Software Review 298

SaaStr

NOVEMBER 4, 2021

Rule of 40: Average Contract Value (ACV). Research & Development (R&D) % – Qualifier: 18%. Research & Development (R&D) % – Below: 29%. Perhaps the “Rule of 40” Qualifiers just have better product management and more “10x” engineers? ACV – Qualifier: $53k.

SaaS 321

SaaS Technical Review Benchmarks Azure 321

SaaStr

JANUARY 12, 2022

At the individual level, we run territory reviews every quarter—this involves a gap-to-goal analysis and either develop a plan to fill the gap if one is identified or set a stretch goal if someone is over their current target. We need to have tremendous alignment and teamwork across customer success, field engineering, and sales teams.

Scale 264

Scale Leadership Sales Hiring Sales 264