SaaStr

FEBRUARY 10, 2025

This inefficiency stemmed from the high costs associated with maintaining sales development representatives (SDRs), customer success managers (CSMs), and account executives. Apollo’s sales-led approach was proving unsustainable, spending one dollar to acquire just eighty cents of revenue.

Scale 165

Scale Scaling Outsourced Development Sales 165

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

Tom Tunguz

MAY 15, 2022

Enterprise startups should be between 18-28 months. The company likely needs 1-2 quarters to develop a product and then 2 quarters to book business. Minimize burn to lengthen runway and develop both the product and go-to-market efficiently. This is the hardest place to be. The north star should be efficiency.

Startup 355

Startup Outsourced Development Scale Banking 355

SaaStr

APRIL 9, 2024

It’ll be a variety of different models fit for a purpose, focused on one specific task that will provide the most value to Enterprises. This platform lets you do all model training, development, deployment, prompt-tuning, and fine-tuning. Going a Level Below A lot of Enterprise is about data services that make AI effective or not.

AI 302

AI Outsourcing Services Outsourced Development Government 302

SaaStr

DECEMBER 27, 2020

Devops has gone very enterprise quickly, and so has New Relic. New Relic’s net negative churn / net dollar retention has dropped to 98% in the last quarter, despite a record 77% of revenue being from the enterprise. It can be a bit scary to move from fixed contracts. The multiples just don’t support it.

Scale 342

Scale Outsourced Development SMB Cloud 342

Clouded Judgement

AUGUST 16, 2024

Today, IT budgets are roughly broken down into: ~50% headcount / personnel, ~25% software, ~15% hardware, and ~10% outsourcing / consultants. As software grows as a percentage, I think we see headcount / outsourcing shrinking. Let’s discuss why this matters. Consider a hypothetical budget scenario.

Outsourcing Services 274

Outsourcing Services Cloud Software Outsourced Development 274

SaaStr

OCTOBER 21, 2021

Maybe being more enterprise, like $15B Gitlab vs. GitHub. You can outsource development. More on the wins from just being #2 here and here. 10x Better than Incumbents. Only sort of required. Yes, your new product does have to be better than the existing guys. But sometimes only in just 1 small, but important, way. Not required.

Outsourcing Services 317

Outsourcing Services Outsourced Development Startup Product Marketing 317

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). Of late, enterprise startups have trimmed the CS function, reducing the team size to three. in ACV per year when managing a handful of these accounts.

Customer Success 336

Customer Success Outsourced Development Technical Support Startup 336

Tom Tunguz

SEPTEMBER 19, 2021

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 significant delta in the figures suggest customers pre-pay their contracts often. The sales efficiency of 0.67

Metrics 315

Metrics Outsourced Development Scale Cloud 315

Tom Tunguz

MARCH 24, 2020

I wonder if we will get to a point where we are routinely selling and deploying costly and complicated enterprise software entirely remotely. We already do this today for software with contract values at $50k. Could we do it at $500k or $5M? Video might quicken the de-urbanization of the US. Entertainment is changing.

Software Review 361

Software Review Technical Review Entertainment Outsourced Development 361

SaaStr

MAY 25, 2020

In your contracts. ” — Jesse Woodbury, Enterprise Sales, GoQuiq. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. . “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. In everything.

Sales Hiring 344

Sales Hiring Sales Outsourced Development Technical Review 344

USIO

JUNE 28, 2024

Announces Partnership with Usio as Preferred Payment Integration Partner for USA Customers Chattanooga, Tennessee – 17 June 2024 – ues.io, the leading no-code/pro-code platform for building enterprise applications with AI, today announced a strategic partnership with Usio , a trusted leader in integrated payment solutions. application.

Payments 130

Payments Merchant Services Payment Solutions Payment Services 130

SaaStr

NOVEMBER 30, 2023

But to develop a GTM strategy, you must have Product Market Fit. Those familiar with ICONIQ’s work will recognize the ICONIQ Growth Enterprise 5. Most successful companies grow by moving up-market, increasing ACVs, and closing larger Enterprise customers. The Early Stage — $0 to $20M ARR The early stage is crucial for GTM.

Scale 278

Scale Sales Hiring Scaling Outsourced Development 278

SaaStr

AUGUST 2, 2021

But developing solid partnerships takes vision, grit, time and patience. Technology Alliances: The tech alliances offer important integrations, especially critical for ServiceNow’s target market of enterprise customers. Also, they had a direct sales team mainly selling to enterprises in a top-down sales motion. “[The

Outsourcing Services 290

Outsourcing Services Scale Scaling Outsourced Development 290

SaaStr

OCTOBER 14, 2021

It was exciting as it scaled to be a more “enterprise” Github at first. And the engine really never stopped running, evolving into a dominant DevOps Platform for software development. Most customers under contract pay annually or multi-year. So GitLab is one of those ones that sort of … always was doing well.

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. We estimate our total addressable market opportunity across all enterprises and mid-market organizations to be approximately $50 billion as of December 31, 2023.

Benchmarks 295

Benchmarks Data Artificial Intelligence Machine Learning 295

SaaStr

MAY 12, 2019

5+ learnings for founders: Developers control a lot of spend today. A lot of enterprise-grade spend. It’s an almost 100% enterprise play — they have 227 customers spending over $100k a year, comprising 84% of their revenues. Customers than typically move to more fixed contracts once they exceed minimum commits.

Outsourced Development 259

Outsourced Development AWS Retention Enterprise 259

SaaStr

OCTOBER 29, 2021

This is the sort of organic upmarket path you see with a lot of leaders who don’t go 100% “all in” on enterprise but aggressively support it: #2. Use overages to renegotiate contracts, not charge per event. Strong, but not at crazy levels of some developer apps. From 41% in 2020 to 51% in 2021!

Scale 312

Scale CTO Hire New CTO CTO 312

SaaStr

FEBRUARY 3, 2021

Okta is one of the more interesting Cloud and SaaS leaders, growing from its early roots as one of several Cloud identity vendors, to the break-out leader, to expanding its product profile to developers and customer identity, and more. Okta has been on a terrific journey with inspirational founders. But the gap isn’t huge.

Outsourcing Services 290

Outsourcing Services Outsourced Development Cloud Scaling 290

SaaStr

APRIL 13, 2023

And so many different strategies, from more enterprise to more SMB, from more tech focused (Asana) to less tech focused (Monday). 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.

SMB 310

SMB Outsourced Development Enterprise Scale 310

SaaStr

MARCH 13, 2021

More often than not, developers buy first, and then other business stakeholders are brought in as the footprint and deal size expands. #2. World-class, but a bit lower than some other developer-focused leader. Mongo expects 98% of its enterprises to be multi-cloud by 2024. Not pushing annual contracts so much helped.

Scale 338

Scale Outsourced Development Cloud Scaling 338

SaaStr

JULY 15, 2022

But I almost never see mediocre outsource SEO really work for B2B. And the way you get it is whether it’s outbound, generally inbound events or whatever, solve a 10 X pain point, solve a unique pain point that a large enterprise has that other vendors don’t provide. So, thanks man. It never works.

Scale 298

Scale Outsourcing Services Sales Hiring VP of Engineering 298

SaaStr

JULY 2, 2019

Join Kevin Egan, Slack’s VP of North American Sales and Dannie Herzberg, Slack’s Director of Sales as they walk you through Slack’s Freemium to Enterprise strategies. I manage North America sales for Slack, and I’m joined by my colleague Dannie Herzberg, who runs mid-market sales in our sales development team.

Enterprise 171

Enterprise Scale Sales Hiring SMB 171

SaaStr

SEPTEMBER 11, 2024

It wasn’t long before they landed their first Enterprise customer in 2012. Your First Enterprise Customer Lucid’s first Enterprise customer was a large publishing house in the U.K. It required Lucid to change its product, process, and overall user and administration systems to be able to scale with the customer.

Scale 312

Scale Scaling Sales Hiring compliance 312

Sales Hacker

APRIL 1, 2025

Like there’s so many angles that I think we could take this conversation, but, We’ve been able to have a few conversations and, and one of the things that really stuck out to me in our conversations was your experience expanding from like an SMB mid-market motion to the enterprise. and that [00:06:00] also equated to a shift from.

Scale 64

Scale VP of Engineering Outsourcing Services Enterprise 64

SaaStr

NOVEMBER 3, 2022

Maast offers payments, banking, lending and more as features in software provider’s platforms – with one relationship, contract and integration. Secureframe helps companies get enterprise ready by streamlining SOC 2, ISO 27001, GDPR, CCPA, PCI DSS and HIPAA compliance. appeared first on SaaStr.

Payments 264

Payments Payment Services GCP(Google Cloud Platform) Payment Solutions 264

SaaStr

JUNE 14, 2023

In this blog post, we will delve into the fascinating journey of UiPath, a pioneer in robotic process automation (RPA) software that has revolutionized how enterprises automate repetitive tasks. They went to India for a few months to develop a prototype and realized this was where the market was.

Scale 246

Scale Artificial Intelligence Technical Review Software Review 246

Baremetrics

APRIL 6, 2021

When you’re looking at your business goals, you need to consider not only your existing monthly revenue but your contraction monthly recurring revenue (MRR). Contraction Monthly Recurring Revenue (MRR) is an extremely important metric for subscription businesses. Table of Contents.

Outsourced Development 99

Outsourced Development Payments Revenue Payment Services 99

SaaStr

NOVEMBER 4, 2021

Rule of 40: Average Contract Value (ACV). Enterprise % – Qualifier: 50%. Enterprise % – Below: 46%. Before diving into the KBCM data, we thought vertical + enterprise SaaS companies with dominant market positions would disproportionately be the “Rule of 40” winners. ACV – Qualifier: $53k.

SaaS 321

SaaS Technical Review Benchmarks Azure 321

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. It’s been tough for a few reasons. Let’s walk through some case studies.

Generative AI 298

Generative AI Outsourcing Services AI Software Review 298

Totango

FEBRUARY 9, 2022

The contract renewal stage of the customer lifecycle is a critical component of driving retention for SaaS products. Knowing how to use technology to optimize your contract renewal process can increase your retention rates and your revenue. First, we’ll review what contract renewal is and what it means to automate the process.

Outsourced Development 100

Outsourced Development Payment Services Payment Solutions Retention 100

SaaStr

JANUARY 21, 2020

We’re going to move into things like learning and development, L&D, building on great career pathing and getting that compensation right and I’ll give you a preview. My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. I heard Aaron Ross talking about nobody likes surprises.

Sales Recruiting 332

Sales Recruiting Sales Hiring Scale Sales 332

SaaStr

FEBRUARY 7, 2024

Sales-assisted, product-led growth strategies that close Enterprise leads. When they outbounded a prospect with an intent or predictive signal, the dollars per contract average were 3-4x higher than those with no signal. In this playbook we’ll share: Automated outbound at-scale strategies. vs. $1.80, which is a big difference.

Scale 278

Scale Sales Hiring Strategy Marketing 278

Andreessen Horowitz

MARCH 21, 2024

In 2024, we believe the revenue opportunity will be multiples larger in the enterprise. Some naysayers doubted that genAI could scale into the enterprise at all. As always, building and selling any product for the enterprise requires a deep understanding of customers’ budgets, concerns, and roadmaps. Isn’t this all hype?

Generative AI 145

Generative AI Enterprise AI Artificial Intelligence 145

Trint

AUGUST 24, 2021

I joined Trint in the fall of 2019 as a BDR (Business Development Representative), and I’m now settling into my CS (Customer Success) role, which I started in March. In my role I work alongside my subset of Enterprise accounts and make sure that they are set up for success with Trint.

Outsourced Development 246

Outsourced Development Interviewing Leadership Enterprise 246

SaaStr

NOVEMBER 24, 2020

PandaDoc is trusted by businesses to create, approve, and eSign proposals, quotes and contracts. The Art of SaaS Negotiations: 3 Steps to Develop an Objection Handling Framework with PandaDoc will take place at 2 PM PST on December 9 – don’t miss out!

Scale 298

Scale Scaling Outsourced Development compliance 298

Sales Hacker

APRIL 30, 2024

6:31 – Upwork’s challenge of the status quo in hiring contract talent. 14:09 – Challenges Upwork faced in breaking into the enterprise. 17:53 – An enterprise strategy is a company strategy, not just a sales strategy. 37:00 – Listener question: Advice for improving enterprise win rates.

Scale 123

Scale Enterprise Sales Hiring Outsourced Development 123