Tom Tunguz

APRIL 24, 2017

The story behind Fleetmatics and Geotab illustrates the way two companies pursued the SMB logistics market in radically different ways, but built roughly similar sized businesses. Based in Massachussetts, the company generated $320M in revenue in 2016. and 14% in net income margin in 2015 and 2016.

Sales Hiring 186

Sales Hiring Strategy Venture Capital Marketing 186

SaaStr

JANUARY 21, 2020

It’s an SMB SaaS company in the healthcare technology vertical. My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. If you’re an SMB SaaS business, I would recommend hiring SMB SaaS salespeople. How do you switch between say the SMB and the mid market? Hey everyone.

Sales Recruiting 332

Sales Recruiting Sales Hiring Scale Sales 332

SaaStr

JANUARY 26, 2022

They started as pay-as-you go and pretty SMB / PLG. Didn’t add an enterprise sales force until 2016 (9 years after founding), didn’t add “enterprise platform” until 2012. Put differently, their $100k+ customers grew 58% in 2020, much faster than the overall base. But it sure is enterprise today.

Scale 189

Scale SMB Enterprise Pricing 189

SaaStr

JUNE 1, 2021

In 2016, Hubspot was still a scrappy player that had only recently IPO’d, with a market cap around $1B. “From Day 0 to IPO: What Went to Plan, What Most Certainly Didn’t” at SaaStr Annual 2016 from saastr. And grab the best deal ever on 2021 Annual tickets here ). Hubspot today is a $23B juggernaut.

Part-Time VPE 297

Part-Time VPE Technical Cofounder CTO Hire New CTO 297

SaaStock

JANUARY 25, 2019

Omie main goal is to bridge the efficiency gap in Brazilian SMB, helping customers to be more prosperous. Omie is the only SaaS company figuring among 100 fastest growing SMB in Brazil, according to Deloitte Consulting, ranking #3. Founded : 2016. CEO : Marcelo Lombardo. Founded : 2013. Based in: São Paulo, Brazil. MediConecta.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

Sales Hacker

OCTOBER 30, 2018

She has won various awards such as Top Sales Leader, TAG One in a Millenial Awards 2016 and Power 30 Under 30 winner 2016. She helps SMB companies drive growth by incorporating the newest research and best practices to enable business owners to bring about sustainable change that leads to growth.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

Sales Hacker

FEBRUARY 7, 2018

In 2016 Randy was on track to grow the business from $4M to $6M with a big deal that could take it close to $7M. However, the growth accelerated substantially in 2016. Pursue new accounts for example from SMB to Mid Market to Enterprise. A formidable feat celebrated with a new round of funding. Randy was let go in July.

Scale 101

Scale Growth Hacking Scaling Sales Hiring 101

SaaStr

SEPTEMBER 26, 2019

So up to 100-150K and SMB, we’re at 2K. The next stage was we hired more junior people who would do the first call and work on SMB accounts and we would have the more senior work on mid-market and enterprise accounts. So we had SMB, mid-market and enterprise. End of 2016 about 10. We’re low six figures.

Scale 150

Scale Sales Hiring Sales Recruiting Technical Advisors 150

Sales Hacker

JANUARY 21, 2019

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. He’s had sales leadership experiences at Oracle, PeopleSoft, and BEA Systems. We are super excited to have you, Bill. Welcome to the show.

Scale 18

Scale Sales Recruiting Sales Hiring Scaling 18

SaaStr

OCTOBER 31, 2019

Contrast that with companies that might also sell into the SMB segment of the market where the ASPs, the average deal sizes are lower. SMB businesses just go out of business much more frequently, and so their gross retention numbers are going to be lower.

Cloud 113

Cloud Scale AWS Artificial Intelligence 113

yoursales

DECEMBER 12, 2018

Mimiran – More Leads and More Deals for SMB Services Business. Mimiran – More Leads and More Deals for SMB Services Business. Mimiran – More Leads and More Deals for SMB Services Business. Brisk – Save Time Do More ( shut down July 1st 2016 ). April 11th 2016 ). Maximizer CRM – Grow with Confidence.

Scale 100

Scale Payment Methods Payment Solutions Outsourcing Services 100

OpenView Labs

APRIL 27, 2021

We led their Series B funding in November 2016 and subsequent Series C in November 2017. hasn’t just attracted very small, SMB customers. He shared five key lessons that he and his team learned along the journey to incorporate a self-service channel into their go-to-market. As a disclaimer, Logz.io is an OpenView portfolio company.

Scale 67

Scale Outsourced Development Enterprise Pricing 67

yoursales

JANUARY 29, 2021

Mimiran – More Leads and More Deals for SMB Services Business. Mimiran – More Leads and More Deals for SMB Services Business. Mimiran – More Leads and More Deals for SMB Services Business. Brisk – Save Time Do More ( shut down July 1st 2016 ). April 11th 2016 ). Hubspot CRM – Close More Deals with Less Work.

Scale 106

Scale Payment Methods Payment Solutions Sales Recruiting 106

yoursales

DECEMBER 12, 2018

Mimiran – More Leads and More Deals for SMB Services Business. Mimiran – More Leads and More Deals for SMB Services Business. Mimiran – More Leads and More Deals for SMB Services Business. Brisk – Save Time Do More ( shut down July 1st 2016 ). April 11th 2016 ). Maximizer CRM – Grow with Confidence.

Scale 100

Scale Payment Methods Payment Solutions Sales Recruiting 100

OpenView Labs

MAY 29, 2020

If you bought Workday stock at a 30x revenue valuation with a five-year hold in mind shortly after its 2012 IPO, you’d have had a great 2013 (+50%) but then the stock would have sat flat in your portfolio in 2014, 2015, and 2016. Over that same period, though, Workday grew revenues at a 55% CAGR (between ’12-’16).

Marketing 52

Marketing SMB Benchmarks Pricing 52

yoursales

DECEMBER 23, 2019

Mimiran – More Leads and More Deals for SMB Services Business. Mimiran – More Leads and More Deals for SMB Services Business. Mimiran – More Leads and More Deals for SMB Services Business. Brisk – Save Time Do More ( shut down July 1st 2016 ). April 11th 2016 ). One Simple Price. Ninjodo – More Sales.

Scale 103

Scale Payment Methods Payment Solutions Sales Recruiting 103

yoursales

DECEMBER 23, 2019

Mimiran – More Leads and More Deals for SMB Services Business. Mimiran – More Leads and More Deals for SMB Services Business. Mimiran – More Leads and More Deals for SMB Services Business. Brisk – Save Time Do More ( shut down July 1st 2016 ). April 11th 2016 ). Maximizer CRM – Grow with Confidence.

Scale 103

Scale Payment Methods Payment Solutions Sales Recruiting 103

yoursales

JANUARY 28, 2022

Mimiran – More Leads and More Deals for SMB Services Business. Mimiran – More Leads and More Deals for SMB Services Business. Brisk – Save Time Do More ( shut down July 1st 2016 ). April 11th 2016 ). InsideView – All the data and intelligence you need to drive from lead to revenue.

Scale 113

Scale Payment Methods Payment Solutions Sales Recruiting 113

Chart Mogul

AUGUST 31, 2017

The scrappy-yet-effective SMB stack. There are newer breeds of SaaS now aiming to offer “full-stack” software, targeting SMBs. For SMBs, big all-in-one solutions have usually been out of reach in terms of cost. Related posts: SaaS Q&A: What opportunities are there in 2016 & beyond?

Social Media 40

Social Media SaaS Scale SMB 40

Intercom, Inc.

SEPTEMBER 8, 2021

Back in 2015 or 2016, we learned at Slack that we were going to be hiring a VP of Sales. I helped to build out our EDU org, our non-profit org, our SMB org, our compete programs, our outbound motion, and all of these things are actually all now full functions today at Slack. We’re doing so well.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

How SaaS Works

OCTOBER 25, 2019

Case Study: Fitbit Wasn’t a Good Fit LifeHacker features a Fitbit to Initial State tutorial , August 5, 2016 In a previous post , I talked about how we (Initial State) hit content marketing gold with a smart beer fridge tutorial. Decision maker ?—?Does Does a lead have the power to make the final purchasing decision? Target market segment ?—?Does

Sales Funnel 40

Sales Funnel SaaS Government Market Segmentation 40

Ramp Ventures

JANUARY 2, 2017

CMI’s 2016 Benchmarks, Budgets, and Trends Survey found that 88% of B2B companies are using content marketing. A limited budget and the fact that you’re trying to build a brand from the ground up means your content strategy is probably going to look pretty different from that of a large enterprise, or even an established SMB.

Content Marketing 40

Content Marketing Outsourcing Services Marketing Social Media 40

SaaStr

DECEMBER 3, 2021

A lot has changed since Harry Stebbings launched podcast #001 2016 with Tiago Paiva, CEO of now decacorn Talkdesk, but SaaStr is still on the same mission. With 500+ episodes and almost 5 years behind us, we thought this would be a fun time to share the Top 25 episodes of all time. 1 SaaStr 221: HBS Sr.

Scale 275

Scale Sales Hiring SMB Benchmarks 275

SaaStr

JANUARY 22, 2022

Do this too early, especially in mid-market and SMB and “mixed” (S/M/L) sales, and the sales team often just doesn’t work as hard the first two months of the quarter — and can struggle to make it up the last month. But it does get there. It’s glorious in fact.

Scale 279

Scale SMB Scaling Sales 279

SmartKarrot

JANUARY 5, 2021

From start-ups to leading companies, Andreas has successfully reinvented the importance of Customer Success for several companies, including Apple’s SMB market. If that’s not enough to establish his magnanimity, he is one of the founding members of Gain, Grow, Retain , and a Strategic Advisor at CSTuners. Don Peppers. Emilia D’Anzica.

VP of Engineering 21

VP of Engineering Customer Success Scale Technical Review 21

SaaStr

AUGUST 12, 2022

And honestly, right now literally is the worst time to raise VC funding I can think of since 2016. The closer you are to B2C and, to some extent, eCommerce, you’re going to see more impacts in SMB, and in infrastructure, cloud and enterprise you’re going to see less. SMBs are doing that every day.

Scale 245

Scale SaaS Payments Scaling SaaS 245

SaaStr

JANUARY 28, 2020

Aaron : 2016. Jason : 2016. SMB numbers are harder to get with, but it’s like 60 or 70 for SMBs. Aaron’s going to talk about what in a few minutes? Aaron : The playbook for reigniting growth. Jason : All right. So, Aaron and I wrote a book together in 2014 or something. We wrote a book together.

Sales Hiring 247

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 247

SaaStr

DECEMBER 3, 2020

And so, as you can imagine, some of it landed, most of it didn’t early on, but we skipped the whole go from SMB to mid-market to enterprise and just went SMB transactional right after the Fortune 500. When we were acquired in 2016, it was about 30,000 employees. How do I understand the product itself?”

Scale 253

Scale Sales Hiring Sales Recruiting Sales 253

SaaStr

NOVEMBER 28, 2021

From the very first episode with Tiago Paiva, Founder, and CEO of now $10B Talkdesk to Mark Roberge, our most downloaded podcast episode of all time , our podcast has been host to the very best in SaaS since 2016. And at scale, you pay 3x-5x bookings for SMB-enterprise. There’s inflation in sales comp in “the middle”. 3X, 4X, 5X.

Scale 243

Scale Sales Hiring Sales Recruiting Scaling 243

SaaStr

JUNE 21, 2019

Prior to their IPO in 2016, Twilio had raised over $250m in VC funding from some of the best in venture including USV, Bessemer, Salesforce, and Techstars just to name a few. How does the creative plan to get the message to the target customer change dependent on SMB vs enterprise? Where does Sara see most people go wrong here? *

Scale 175

Scale Sales Hiring SMB Interviewing 175

SaaStr

MAY 8, 2020

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. It’s that 12 to 18 month sales cycle versus the two to three month SMB contract. Jessica Lin: Yes, I do think that’s a general good rule of thumb.

Sales Recruiting 242

Sales Recruiting Technical Review Sales Hiring Outsourced Development 242

yoursales

FEBRUARY 5, 2018

Mimiran – More Leads and More Deals for SMB Services Business. Radius – [link] (Find SMBs in the US). Brisk – Save Time Do More ( shut down July 1st 2016 ). April 11th 2016 ). ContactOut – [link]. InsideView – [link]. LeadDoubler – Engage Web Visitors With Interactive Content – leaddoubler.com.

Scale 87

Scale Outsourcing Services Sales Outsourcing Outsourced Development 87

yoursales

JANUARY 9, 2017

Mimiran – More Leads and More Deals for SMB Services Business. Radius – [link] (Find SMBs in the US). Retired from the Sales Stack Tools list: Brisk – Save Time Do More ( shut down July 1st 2016 ). April 11th 2016 ). CrystalKnows – Understand your customers better than your competitors do. InsideView – [link].

Scale 45

Scale Outsourcing Services Sales Recruiting Sales Hiring 45

SaaStr

AUGUST 30, 2019

Finally, prior to HelloSign Whitney spent close to 5 years at Box where as SVP Global Marketing & GM Enterprise she took on all of marketing globally for Box and was responsible for reshaping the company brand from SMB to enterprise. Whitney Bouck: Well, I started in SaaS really at my time at Box, which I joined in early 2016.

Sales Hiring 160

Sales Hiring Scale Technical Advisors Underperforming Technical Team 160

Sales Hacker

OCTOBER 7, 2021

It took me a long time to admit to myself that I don’t enjoy transactional SMB sales. Julie Maresca is the Head of Enterprise Sales for North America at Slack and has been with Slack since 2016. What is your best piece of career advice for women in sales? You deserve to be happy at work and there is no prize for suffering.

Scale 137

Scale Sales Recruiting Sales Hiring VP of Engineering 137

Sales Hacker

MARCH 25, 2025

Before that, he was the CEO and Co-Founder of DataHug, which was acquired by Calidus Cloud in 2016. And before that he was the CEO and co-founder of DataHug, which was acquired by Calidus cloud in 2016. Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. I mean, moonshot projects sound pretty fun.

AI Search 70

AI Search AI Scale Software 70