Nuon

Building a great startup culture is HARD… However, it becomes much more attainable when you harmonize your team’s traits with the cultural essence of a country you align with. Jon Morehouse chose Mexico City. It took us a minute to realize this, but our early team here at Nuon harmonizes beautifully with the Mexican culture. The people of Mexico City have faced numerous challenges, from earthquakes to political and social disruptions - Yet they consistently display an ability to adapt, rebuild, and thrive. Over the years, our team has been through the trenches, which has built resilience and grit to move our vision and category forward. Grateful to be working alongside the brightness minds in our space and excited about the future. Let’s get it! 👊🏾 Jordan Acosta, Casey Bierman, Rob Bruce, Nat Hamilton, sam boyer, Fred 🔥🔥🚀🚀

Data streaming + pipeline teams are moving away from hosting their products for customers as they scale. Let's address the elephant in the room as their customer base grows: 1. Infrastructure cost 💰 As their customer base grows, so does their infra bill in order to handle increased data volumes and processing demands. 2. Data volume and scalability 📈 Teams selling upmarket to enterprise customers can see an exponential growth in data volume. 3. Data transformation complexity 😫 Data is becoming more complex which lead to hire processing cost. 4. Quality assurance and monitoring 🖥 As teams scale, maintaining data quality and monitoring becomes more resource intensive. 5. Compliance and security 🔐 Each customer, especially enterprise customer have different compliance and security requirements which leads to a number a challenges related to their ability to close their largest deals. To address these challenges, many of them are deploying and hosting their products in their customer's VPC which dramatically cuts cost (for them and their customers), complexity, provides a more robust security posture and overall product experience. The fact is, hosting data streaming + pipeline products for customers don't make a lot of sense these days which is why many of these teams are going all in on a model like BYOC. If this is your team, let's chat! Dre ✌🏿 #data #datastreaming #datapipeline #enterprise #BYOC #infrastructure #engineering

I dare you to do this with your enterprise customers in your sales cycles…😱 If you’re selling a data or AI product, when you get to your pricing, offer them two deployment options: 1.) Their data is hosted in your cloud account. (Multi-tenant SaaS) 2.) Their data is hosted in their own cloud account. (BYOC SaaS) The choice will be obvious given that data privacy concerns are on the rise. Our customers are doing this now and they're seeing a significant increase in velocity to their sales cycles. WARNING ⚠️ : if you do decide to take on this dare, be prepared for the customer to ask for a POC on the BYOC offer. The good thing is … we’re here to help get that deal across the finish line. 🏃🏾♀️ Let’s get it! Dre ✌🏿

AWS + Azure + GCP Cloud Marketplace revenue secret 🤫 . . . The Account Executives who are supporting #AWS, #Azure, and #GCP customers have cherry-picked a handful of vendors they co-sell into their customer accounts on a monthly/quarterly basis. If your product listing is NOT top of mind as they look to help customers solve problems, you're leaving millions in revenue on the table. There's one major difference between the listing that the hyperscaler AE frequently co-sells with.... and your listing. Cherry-picked ISV: Larger ACVs + Commissions Your marketplace listing: Small to little ACV and potentially no commission When I was an AE at Salesforce, selling Heroku. The Heroku Marketplace had an endless amount of Add-on products in their marketplace for developers to extend their capabilities on the platform. When a developer bought anything in the Heroku marketplace organically, I didn't see any commission for that transaction. However, there were vendors in the Heroku Marketplace who provided custom use cases within the Heroku Marketplace which meant higher ACVs for me. I cherry-picked Salesforce/Heroku vendors like: GRAX - Salesforce data lifecycle solution in Boston Enlyt Health - Patient Engagement platform in Florida LaunchPad Lab - Web-dev firm in Chicago Think of a custom Heroku use case like Private Offers and/or Private Plans offered on AWS, Azure, and GCP. Each quarter, I had my go-to ISVs to help me retire my quota. Cloud Service Provider AE's are doing the same, and if you're not on their shortlist, you're losing to your competition who is. So, how do you get on a Cloud AE's shortlist as an ISV of choice? Well it's something we talked about in our webinar this week with the amazing team over at Tackle.io TL;DR - Introducing a Bring Your Own Cloud (BYOC) option for marketplace customers will strengthen your co-selling efforts, as your product will be deployed and managed in the customer's own cloud account. It significantly increases the ACVs for Hyperscaler AEs because the computing, storage, networking, and data needed to operate your SaaS will reside in the customer's cloud environment. Huge shout out to the Tackle.io squad: Michael Blodgett, Patrick Riley, and Erin Figer. You all rock! Jon Morehouse and I had a blast! Check out the webinar recording in the comments! ✌🏿Dre  

More AI / LLM founders singing the same song this week. Just handing over a Docker container for customers to self-host is slowing them down and doesn’t allow them to iterate on the product quick enough. BYOC is the way.

Rule number 1 in sales. Never lose a deal alone - we are here to help at Nuon 🔥