Tom Tunguz

JANUARY 14, 2015

Based in New Zealand, Xero has built a widely adopted small-to-medium business (SMB) accounting solution that counts 371,000 paying customers, a figure that grew 76% in the last 12 months. First, Xero is a glowing example of a successful SMB SaaS company. Xero Income Statement 2007 2008 2009 2010 211 2012 2013 2014.

Benchmarks 100

Benchmarks Metrics SMB Outsourced Development 100

Tom Tunguz

JUNE 26, 2013

Consumer Credit - After the crash of 2008, bank lending collapsed. SMB capital access - In addition to consumers' feeling the tightening of the credit market, small and medium businesses suffered as local and regional banks' pursestrings contracted in tandem.

Merchant Services 100

Merchant Services Payments Point of Sale Startup 100

Neil Patel

DECEMBER 5, 2020

Phoneburner – Best for Remote Teams VanillaSoft – Best for Outbound Sales Voicent Cloud – Best Standalone Auto Dialer Software Mojo – Best for SMB Sales RingCentral – Best for Compliance Kixie – Best for Local Presence. Phoneburner , as a company, has been a 100% remote team since 2008.

Software Review 143

Software Review Software Scale compliance 143

Sales Hacker

FEBRUARY 7, 2018

In particular, post-2008 when a SaaS solution with its OPEX offering stood out from the conventional CAPEX solutions. Pursue new accounts for example from SMB to Mid Market to Enterprise. Originally this worked well. Case in point with Salesforce’s cloud CRM vs. SAP and Oracle’s on-site/perpetual license model.

Scale 101

Scale Growth Hacking Scaling Sales Hiring 101

SaaStr

JULY 22, 2019

The company started back in 2007, 2008. We started out in the commercial SMB mid-market space. So we’re into our second decade. As I was introduced, we have 17,000 customers. We’re a global operation right now, but we started out with fairly humble beginnings and focused very much exclusively on APM.

Scale 235

Scale Scaling Sales Hiring Underperforming Technical Team 235

Sales Hacker

APRIL 1, 2025

The exact playbook to move from SMB to enterpriseincluding partner enablement, segmentation, and incentive design. 85% of your customers being SMB and mid-market to at the end of that six years, it was 75%, uh, enterprise. Why retention isn’t just a CS metricand how to build a sales team that cares about it.

Scale 64

Scale VP of Engineering Outsourcing Services Enterprise 64

SaaStr

JULY 10, 2021

Nikos : In your case, I understand your company also shifted slightly on the market, like from SMB to bigger customers. He deals with everything that was very, very difficult. If anything, I’d say do that a little sooner than you think. Do you need to get different people for something like that? Craig : Yeah.

Sales Hiring 264

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 264

Sales Hacker

JANUARY 21, 2019

In 2008, he joined a little company called Marketo, and he helped them grow from zero in revenue to over two hundred and fifty million. In 2016, his sales operation grew from targeting B2B to B2C, from SMB to enterprise, and from domestic to global with customers and offices all over the world.

Scale 17

Scale Sales Recruiting Sales Hiring Scaling 17

ChurnZero

JUNE 19, 2020

They didn’t really exist in mass during 2008 and 2009, so we’ve never really seen it. We’ve had a hard time with the businesses that sell into the SMB. It’s important in a lot of different ways. This is also the first time SaaS companies have ever been tested in a down market.

SaaS Payments 72

SaaS Payments Retention Metrics Payment Solutions 72

Andreessen Horowitz

OCTOBER 16, 2023

This was 2008, right? > where would your idea or your product fit the most — is it large enterprise, is it SMB, is it financial services — then I would just go and interview all of them, and not narrow yet. And they were designed more for SMB. billion, the night before it was set to go public.

Product Marketing 78

Product Marketing Scale Sales Hiring Sales Recruiting 78

SaaStr

MARCH 1, 2019

As for Tom, he joined Redpoint in 2008 and has since led investments in Kustomer, Looker, Expensify, and Gremlin all prior guests on the show, I hasten to add. How does this differ when comparing enterprise to SMB? How does this differ when comparing SMB to enterprise? How does this differ when comparing SMB to enterprise?

Scale 171

Scale SMB Sales Recruiting Sales Hiring 171

SaaStr

JANUARY 3, 2020

As for Tom, he joined Redpoint in 2008 and has since led investments in Kustomer, Looker, Expensify and Gremlin all prior guests on the show I hasten to add. How does this differ when comparing enterprise to SMB? How does this differ when comparing SMB to enterprise? How does this differ when comparing SMB to enterprise?

SMB 32

SMB Sales Recruiting Sales Hiring Scale 32

SaaStr

MAY 8, 2020

And she said that, with Tableau in 2008 during the financial crisis, they actually didn’t change their messaging. What I will say is different than perhaps SMB is that, in the Fortune 500 with enterprise customers, your contracts are either churning, renewing at flat, or expanding.

Sales Recruiting 241

Sales Recruiting Technical Review Sales Hiring Outsourced Development 241

SaaStr

JUNE 28, 2019

Is it best to start at enterprise and work down to SMB or does SMB and work up to enterprise work best? When does SMB pricing turn into enterprise and mid level pricing and so much more. Can I not just start at SMB and stay there or can I start with SMB and scale up? What’s good for each segment?

Outsourcing Services 138

Outsourcing Services Scale Sales Hiring SMB 138

Intercom, Inc.

SEPTEMBER 26, 2019

“Make sure you have the discipline of being an API-first company” The first thing we did to become a platform company was back in 2008, when we said, let’s open up our APIs to third-parties to integrate with us. And in fact, phase 0 was we had built out a pretty robust set of APIs. For us, we’re very mid-market and enterprise.

Underperforming Technical Team 170

Underperforming Technical Team Marketplace as a Service Outsourced Development Development 170

SaaStr

MAY 2, 2019

Let’s be, in our case we were pivoting or expanding from an SMB oriented business towards an enterprise, let’s show some traction in that direction before we really commit to it. Jonathan : Right. Vlad : Really good way. So what does it mean? Okay, let’s be getting more talent in, let’s be getting controllers, let’s be getting CFOs, you know?

Scale 207

Scale Business Sales Hiring CTO Hire 207

SaaStr

JULY 26, 2019

In 2008 Leah founded TaskRabbit, the leading on-demand service marketplace in the world. ” Is it SMB or is it Enterprise? You make that decision based on the fact that your profile fits either an SMB or Enterprise. Then, you can decide, is it a high volume play in the SMB? Is it go out for bigger customers?

Sales Hiring 168

Sales Hiring Scale SaaS Payments Sales Recruiting 168

SaaStr

NOVEMBER 2, 2019

How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? First, what is continuous customer development? * How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? Does one have to move to enterprise?

Scale 164

Scale Sales Recruiting SaaS Payments Payment Services 164

SaaStr

FEBRUARY 7, 2020

It was in 2008 and it was when the little mini computers were the rage. And we had a ton of inbound SMB and enterprise action as a result. But from a pivotal aspect for me running business development, it was our first significant deal. And it was an incredible credibility and awareness builder.

Scale 221

Scale Underperforming Technical Team Investment Sales Hiring 221

Sales Hacker

OCTOBER 7, 2021

It took me a long time to admit to myself that I don’t enjoy transactional SMB sales. She has been working virtually since 2008 and has spent her career as a leader, coach, and advisor managing technical overhead and optimizing operational infrastructure to drive continuous improvement. Lindy Jones.

Scale 137

Scale Sales Recruiting Sales Hiring VP of Engineering 137

SaaStr

MAY 24, 2019

In Dec 2008, Vista Equity Partners acquired a majority stake in Wrike for a deal reportedly valuing the company at $800m. How does Andrew advise founders on the question of whether to start in enterprise or SMB? What are the benefits of starting in SMB? What are those leading indicators?

Sales Hiring 157

Sales Hiring Scale SMB Sales Recruiting 157

SaaStr

JUNE 7, 2019

Be it enterprise or SMB. How does thinking on pricing–both size and mechanism–really change when considering enterprise versus SMB in your mind, Amit? If you’re an SMB business, you will have high churn, relatively speaking, no matter how good you are, because it just is the nature of the business.

Outsourced Development 159

Outsourced Development Outsourcing Services Sales Hiring Scale 159

SaaStr

JANUARY 7, 2021

SaaStr 320: SaaStr CEO Jason Lemkin and Gainsight CEO Nick Mehta on What It Was Like in 2008-2009 and What We Can Expect for 2020. SaaStr 328: SaaStr CEO Jason Lemkin and Gorgias CEO Romain Lapeyre on What They’re Seeing with SMB E-commerce Customers. We’re obviously in a very unique situation today.

Scale 298

Scale Sales Hiring Scaling B2B 298