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). 135% NRR from larger customers and 120% for $5k+ customers remains top-tier, especially for a vendor with plenty of small SMB customers. You can just learn so much.

SMB 310

SMB Outsourced Development Enterprise Scale 310

SaaStr

MAY 4, 2022

For SMB, it could be $20m-$30m in ARR. So a top theme across SaaStr CEO interviews since 2017 or so, and across our 5 Interesting Learnings series with public SaaS companies, is … when should you go multi-product? Freshworks is another interesting SMB example of going multi-product early. jasonlk) April 29, 2022.

Scale 311

Scale SaaS SMB Scaling 311

SaaStr

NOVEMBER 16, 2022

It still has very strong NRR for a still muchly SMB and mid-market product at 135%, with no decline since the same 135% at $400m in ARR. #2. From $11m in annual revenue in 2017 to $500m+ in 2022. While Monday still serves tiny customers, its focus isn’t really the smaller SMBs anymore

Headcount 321

Headcount SMB Engineering Scaling 321

SaaStr

JANUARY 26, 2021

— Drew Houston (@drewhouston) January 30, 2017. This works, but it can be tough to sustain for many SMB applications. Today we announced that @Dropbox is the fastest SaaS company ever to reach a $1 billion revenue run rate! pic.twitter.com/Rn13KiwnyG. 15.25m+ Paying Customers and 600M+ Registered Users. ARPU growth.

SMB 311

SMB Pricing Scaling SaaS 311

SaaStr

APRIL 28, 2019

That’s way, way up from just 22% of revenue from $100k+ deals in 2017. All the great SaaS companies IPO’ing now have strong revenue retention, whether SMB or enterprise focused. He was granted an additional 3m shares in 2017 and 1.3m The S-1 is full of enterprise case studies, from Oracle to Fox to Splunk.

Scale 279

Scale Venture Capital SMB Enterprise 279

SaaStr

DECEMBER 9, 2021

After 18 months building, things just took off when they launched, going from $0 in 2017 to an incredible $500m in ARR in 2021, in just 5 years. Backing into the math, if NRR is 125% for $100k customers, it’s likely around 90%-100% for the smallest customers, which is about what you might expect from SMBs. #8. Wow Samsara !! $0-$500m

Transportation 299

Transportation Scale SMB Revenue 299

SaaStr

DECEMBER 29, 2019

Enterprise deals are nothing like SMB deals, most especially over the long term. note: an update of a classic 2017 SaaStr post). Force your team to launch at least one “Surprise and Delight” feature each quarter than every customer can at least appreciate, even if they don’t use it immediately. 10 Year Customers.

Scale 353

Scale Churn Construction SMB 353

SaaStr

OCTOBER 4, 2023

Then everyone in the world was on Zoom selling flowers and yoga and things meant to be sold in person, so churn peaked at 3.6%, which isn’t terrible for SMB, but was higher than none. In 2017, they were at $7M ARR, and now they’re at $700M ARR. People loved Zoom and didn’t churn. No, it’s too mature, but it’s back.

Sales Hiring 289

Sales Hiring SaaS Headcount Compensation 289

InsightSquared

OCTOBER 11, 2017

Last week, our CMO Joe Chernov explained why InsightSquared is going “all-in” at Dreamforce 2017. Mike Wolff, SVP, Commercial Sales, at Salesforce, Adrian Rosenkranz, Head of SMB Marketing at Salesforce, Peri McDonald, Regional Vice President, Customer Success at Salesforce and Fred Shilmover, co-founder and CEO of InsightSquared.

SMB 66

SMB Sales Customer Success Strategy 66

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 : 2017. Founded : 2017. CEO : Marcelo Lombardo. Founded : 2013.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

Andreessen Horowitz

AUGUST 9, 2022

As I reflect upon my experience building Bond Street (an SMB lending startup we sold to Goldman Sachs in 2017), one of the biggest challenges we faced was in scaling customer acquisition.

Scale 115

Scale Software SMB Business 115

Clouded Judgement

JUNE 19, 2024

The charts below show the change in quarterly revenue YoY (so Q1 ‘24 rev - Q1 ‘23 rev) going back to 2017. For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs.

Cloud 318

Cloud GCP(Google Cloud Platform) Software Azure 318

InsightSquared

OCTOBER 24, 2017

We are in the final two weeks of preparing for Dreamforce 2017 — building our session agendas, RSVPing to countless events and creating a list of hashtags to follow to ensure we stay informed throughout the week. Mike Wolff, @mike_wolff : SVP, Commercial Sales at Salesforce.

Sales 63

Sales SMB Leadership Innovation 63

SaaStr

OCTOBER 11, 2023

Monday has gone from $7m in 2017 to over $700m in revenue today, showcasing the sheer power of compounding revenue. You don’t want to overwhelm SMB customers, and Monday made this a focus from day one. The Secret To Conquering High NRR From SMBs monday.com went from 125 to 110 NRR, which is macro yet still epic for SMB.

Scale 182

Scale Sales Hiring Scaling Banking 182

Hitenism

DECEMBER 26, 2016

SMB-focused companies often find growth by going upmarket. In 2017, companies will find success by getting back to basics and focusing on the “service” part of Software as a Service. The Drip team shares how to break down the market to find your biggest opportunities in SaaS in 2017. Sales has become a saturated channel.

Scale 152

Scale SaaS Marketplace as a Service SMB 152

Intercom, Inc.

OCTOBER 29, 2019

As Intercom’s business grew rapidly in 2017, we found ourselves at this exact crossroads. From our initial effort in late 2017, some problems we set out to solve for each stakeholder were: Marketing: Understand who our customers are, so we can effectively reach them.

Business 184

Business B2C Scale Headcount 184

Intercom, Inc.

NOVEMBER 21, 2019

Tara joined the company in 2017 and has been instrumental in helping the company scale and retain more customers through a unique customer-centric approach to marketing. . Then, armed with these insights, you can create an empathetic, data-driven customer journey that helps your customers achieve their vision of success.

Retention 34

Retention Scale Marketing Underperforming Technical Team 34

OPEXEngine

SEPTEMBER 22, 2020

Our dollar-based net retention rate for the years ended December 31, 2017 and 2018 was 108% and 106%, respectively. Our dollar-based net retention rate excluding our SMB customers for the years ended December 31, 2017 and 2018 was 118% and 115%, respectively.

Retention 59

Retention SMB Social Media Payment Features 59

SaaStr

SEPTEMBER 26, 2019

So up to 100-150K and SMB, we’re at 2K. Series A, early 2015 $18 million and Series B, early 2017. 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.

Scale 150

Scale Sales Hiring Sales Recruiting Technical Advisors 150

SaaStr

JUNE 3, 2020

It’s most severe in the SMB world. It’s 2020 and SaaS buyers are more skeptical and suspicious, more disbelieving, more unconvinced than they were in 2019. The situation is getting worse. The SaaS Trust Crisis is making it harder to market and sell software and services than ever before. Godard Abel | Co-Founder and CEO @ G2.

Software Review 259

Software Review Scale Technical Review SaaS 259

yoursales

DECEMBER 12, 2018

Our preferred CRM , Salesflare became one of the CRMs we tinker with back in 2017. 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. The 2019 Sales Stack Tools List CRM CRMs We Use.

Scale 100

Scale Payment Methods Payment Solutions Outsourcing Services 100

yoursales

JANUARY 29, 2021

Our preferred CRM , Salesflare became one of the CRMs we tinker with back in 2017. 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. The 2021 Sales Stack Tools List CRM CRMs We Use.

Scale 106

Scale Payment Methods Payment Solutions Sales Recruiting 106

yoursales

DECEMBER 23, 2019

Our preferred CRM , Salesflare became one of the CRMs we tinker with back in 2017. 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. The 2020 Sales Stack Tools List CRM CRMs We Use.

Scale 103

Scale Payment Methods Payment Solutions Sales Recruiting 103

yoursales

JANUARY 28, 2022

Salesflare became one of the CRMs we tinker with back in 2017. Mimiran – More Leads and More Deals for SMB Services Business. Mimiran – More Leads and More Deals for SMB Services Business. Charlie – The app that helps you make a killer impression on anyone you meet ( shut down in October 2017 : reasons ).

Scale 113

Scale Payment Methods Payment Solutions Sales Recruiting 113

Neil Patel

FEBRUARY 4, 2021

In late 2017, NP Digital was born, ready to deliver digital marketing services at a superior level. While the two agencies don’t work together much, they trade referrals if the SMB branch can better help specific clients meet their goals. SMB Digital Marketing Case Studies. Careers at NP Digital SMB.

VP of Engineering 126

VP of Engineering Marketing Marketplace as a Service Social Media 126

yoursales

DECEMBER 12, 2018

Our preferred CRM , Salesflare became one of the CRMs we tinker with back in 2017. 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. The 2019 Sales Stack Tools List CRM CRMs We Use.

Scale 100

Scale Payment Methods Payment Solutions Sales Recruiting 100

SaaStr

JULY 10, 2021

In 2017, Zapier, Walkme and Dialpad were all beginning to break out. Nikos : In your case, I understand your company also shifted slightly on the market, like from SMB to bigger customers. As part of the run up to 2021 SaaStr Annual in the SF Bay Area Sep 27-29, we’re taking a look back at some of our top sessions of all times.

Sales Hiring 264

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 264

yoursales

DECEMBER 23, 2019

Our preferred CRM , Salesflare became one of the CRMs we tinker with back in 2017. 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. The 2020 Sales Stack Tools List CRM CRMs We Use.

Scale 103

Scale Payment Methods Payment Solutions Sales Recruiting 103

InsightSquared

APRIL 12, 2018

To better understand what marketing automation users feel their platforms are missing, in partnership with Heinz Marketing , we conducted a survey over 11 days in October 2017. Survey respondents represented multiple industries and ranged in size from SMB organizations to large enterprises. Read the full report here. .

Marketing 63

Marketing SMB Technology AI 63

Intercom, Inc.

JULY 11, 2019

Those three together really comprise the entirety of the front office for the SMB. Kaitlin: In 2017 you wrote an article in Harvard Business Review that has been hugely helpful for us in thinking about how we take our support experience to the next stage. Scaling support as you grow.

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

Sales Hacker

JANUARY 21, 2020

SMB Sales & SDRs at (Smaller) Scale [18:20]. It was a lot of fun to take what I’ve learned building an enterprise type business and applying it to SMB. The company was acquired by Vista Equity Partners, which is a very large private equity firm focused exclusively on SaaS companies in 2017. Show Agenda and Timestamps.

Payment Methods 63

Payment Methods Scale CTO Coach SMB 63

Sales Hacker

DECEMBER 15, 2020

It was around 2017 where it became clear. It goes down to mid-market and SMB as well. Zak Hemraj: It wasn’t an overnight process, Sam. I think, for us, it was a two to three-year process of building relationships to investors. The less you want the money, the more attractive you become. But not limited to just enterprise.

Scale 115

Scale Technical Review Software Review Systems Review 115

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

SaaStr

SEPTEMBER 13, 2020

Everyone knows Shopify for what it is today, but in the earlier days, it really was the best SaaS platform for SMB eCommerce providers. For every, our big acquisitions that we did along the way were a company called BrainKing in 2007, 2017, and ZoomInfo, which I founded the business as a company called DiscoverOrg.

Sales Hiring 235

Sales Hiring Scale Payments Cloud 235

OpenView Labs

DECEMBER 17, 2020

Others assume that PLG only works if you’re selling to the prosumer or SMB market. One bright spot was an almost 50% improvement over 2017 in the number of respondents with one or more female board members. For instance, many people seem to believe that having a free trial (or freemium pricing ) qualifies an organization as PLG.

Benchmarks 52

Benchmarks Scale SaaS Software Review 52

Chart Mogul

SEPTEMBER 15, 2023

Source From $10M to $100M+ ARR: Five CFO Learnings by Mark Khavkin, Pantheon I joined Pantheon, the leading SaaS website operations (WebOps) platform, in early 2017 as the company demonstrated its product-market fit (PMF). That is SaaS subscription revenue and the corresponding deferred revenue balance.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

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