SaaStr

OCTOBER 22, 2021

Still, 119% NRR from SMB is world-class even for 5+ seats accounts and sometime to strive for if you have similar sized customers. #4. Growth of only 10% in 2019 to 2020 — but then exploded! but it’s growing from 9% in 2019 to 11% in 2021. An SMB sale, but less and less a single seat sale.

Scale 321

Scale SaaS Payments SMB Payment Solutions 321

SaaStr

DECEMBER 17, 2019

I thought I’d highlight then what the most popular pieces in 2019 were. (I’ll I’m going to not include the ones that were written before 2019. But for your SEO and content marketing folks out there, note the most read pieces weren’t even published in 2019. Ok the top new videos of 2019 are below.

Scale 173

Scale SMB Cloud Acquisition 173

SaaStr

APRIL 29, 2021

Shopify’s first quarter revenue: Q1 2021: $989 million Q1 2020: $470 million Q1 2019: $321 million Q1 2018: $214 million Q1 2017: $127 million Q1 2016: $73 million Q1 2015: $37 million Q1 2014: $19 million Q1 2013: $9 million. While Shopify’s enterprise offering, Plus, is doing extremely well, SMBs grew even faster. Still a lot.

Merchant Services 315

Merchant Services Payment Methods SaaS Payments Payments 315

SaaStr

JUNE 24, 2021

Sprout Social IPO’d somewhat quietly at the end of 2019 at about an $815m market cap — small for a SaaS IPO. If that growth from a $815m market cap in 2019 to $4.7B SMB, Mid-Market and “Enterprise” are all about equal segments of revenue: #3. But they kept at it. Billion (!)

Social Media 321

Social Media SMB Cloud Scale 321

SaaStr

MAY 19, 2019

What lessons can we learn from this huge Kiwi SMB success, for other founders? ” So even in SMB sales in smaller markets, if you take dominant market share — you can get to $500m+ in ARR! ” So even in SMB sales in smaller markets, if you take dominant market share — you can get to $500m+ in ARR!

SMB 270

SMB Customer Lifetime Value AWS Churn 270

SaaStr

MARCH 28, 2025

SMB customers. For SMB SaaS, aim for 6 quarters of LTV:CAC, not 4 Ren adjusted the traditional benchmark because SMB customers stay longer than typically measured. The company went public in 2019, thirteen years after its founding. Rene Lacerte, founder and CEO of Bill, came to SaaStr just as Bill was crossing 500,000 (!)

SMB 130

SMB Payments Payment Services SaaS Payments 130

SaaStr

MAY 19, 2021

Not all SMB leaders have to be freemium to win. #7. They focus on customers with 10 seats or more, which have grown from 53% of revenue in 2019 to 65% today. Like Atlassian, Monday waited to launch a Free plan and hasn’t traditionally been a freemium play. Didn’t “flip” to a U.S. And importantly, it worked.

Scale 361

Scale SMB Government Enterprise 361

SaaStr

JUNE 15, 2022

And Sprout Social seemed like an interesting but small SMB player. market cap — up more than 3x from the $800m valuation at its IPO in December 2019, Not too shabby!! So it wasn’t that long ago we checked in with Sprout Social, but when we did in June 2021 , the public markets were at their peak for SaaS and Cloud stocks.

Scale 68

Scale SMB Market Segmentation Scaling 68

SaaStr

OCTOBER 6, 2024

Loren has been a SaaS SMB+ leader for years, running Shopify Plus and revenue leadership roles at Bill and Podium as well. Mass email campaigns haven’t worked for them, no have they for other vertical SaaS SMB leaders I’ve invested in. They sort of worked for a while in 2019-2021. Most aren’t.

Sales Hiring 267

Sales Hiring SMB SaaS Leadership 267

SaaStr

SEPTEMBER 26, 2019

What we learned from ’08-’09 in SaaS: First, SMB churn went through the roof — as SMBs went under much more quickly and often. As soon as the economy went south, SMBs started to simply go bankrupt and/or shut down. Anyone processing a lot of SMB and credit-card deals saw churn probably double.

SaaS Payments 280

SaaS Payments Sales Hiring Scale SMB 280

SaaStr

JULY 20, 2022

While these aren’t great metrics if Weave was enterprise, they are still solid for SMBs. Many SMB SaaS companies struggle to hit 100% NRR and 80% GRR. Weave has a base to build on, and has done a good job steadily increasing NRR, up from 97% in 2019. #2. A fairly standard SMB price point.

SaaS Payments 278

SaaS Payments Scale Payment Methods SMB 278

SaaStr

APRIL 17, 2021

Billion in GMV processed, up a stunning 91% from 2019. It’s very helpful to see this called out for SMBs, and is pretty low for a public SaaS company. But perhaps not that uncommon for higher-churn SMB categories. Monetizing ecommerce via subscriptions, but not payment processing. 85% NRR.

Payment Methods 334

Payment Methods Merchant Services Payments Payment Services 334

SaaStr

AUGUST 14, 2019

Even SMB SaaS. Still, Twilio remains solidly SMB by make-up. And that’s a wrap on @twilio Q1 2019 earnings! — Jeff Lawson (@jeffiel) May 1, 2019. Twilio’s net revenue retention was even up a smidge to 140%. Big customers are dropping as a % of revenue. It’s just a matter of when. Yes, At $1 Billion.

Telecommunications 46

Telecommunications SMB Acquisition Retention 46

SaaStr

DECEMBER 10, 2019

110% Net Revenue Retention and 8 2% Customer Retention from 81,000+ SMB Customers. It is also increasing Net Revenue Retention, from 106% in 2018 to 110% in 2019. Bill.com only grew its customer count 21% in 2019, but grew its revenue 56%. Bill.com sells to very small businesses that do churn at a higher rate.

Payment Services 271

Payment Services Payments Payment Methods SMB 271

SaaStr

OCTOBER 25, 2023

Leveling Up PLG to Accelerate SMB Customers, Including More Attention to Onboarding I love seeing this, it can seem hard to invest heavily in small customers, but if you don’t especially invest in onboarding, that’s a big shame.

SMB 286

SMB AI Onboarding Cloud 286

SaaStr

DECEMBER 9, 2021

0-$500m in ARR in 6 years 72% growth rate at $500m ARR From 64 $100k+ customers in 2019 to 715 today LTV:CAC ratio over 8x pic.twitter.com/lIN3PE1Ehw. 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.

Transportation 286

Transportation Scale SMB Revenue 286

SaaStr

APRIL 10, 2023

Others may seek to corner the SMB market. Zendesk knew that they could risk selling to startups like any other SMB, so that was the problem they set out to solve. Durham says, “We are judging ourselves in how we treat startups differently from an average SMB. However, what many businesses may overlook is the startup segment.

Startup 266

Startup Scale SMB Venture Capital 266

SaaStr

NOVEMBER 19, 2020

— Jason BeKind Lemkin (@jasonlk) July 21, 2019. But a great head of demand gen (or maybe growth hacking if you are SMB) should be very accretive at even $20k in MRR. IME, rough order to make hires in: VPM: $0.2m ARR VPS: $1-$1.5m ARR VPCS: $2m ARR VPP: $3m-$4m ARR VPE: $5m-$6m ARR CFO: $10m ARR COO: $20m ARR. More here: [link].

Part-Time VPE 363

Part-Time VPE Sales Hiring CTO Hire Scale 363

SaaStr

JANUARY 24, 2024

Founded back in 2010, it had steady growth to $100m ARR, IPO’d quietly in 2019, then has grown 30%+ annually every year since. But, it hasn’t left behind its SMB and MidMarket roots, which together are still as large a revenue segment as Enterprise. So sometimes steady and even is the right path. Billion, so about 9x ARR.

Social Media 276

Social Media SMB Enterprise Scaling 276

SaaStr

APRIL 28, 2019

All the great SaaS companies IPO’ing now have strong revenue retention, whether SMB or enterprise focused. ” The Slack Fund is tiny. “As of January 31, 2019, Slack Fund has invested $10.1 more in 2019. Revenue Retention / Net Negative Churn of 143%. A continued them of our 5 Interesting Learnings Series.

Scale 279

Scale Venture Capital SMB Enterprise 279

SaaStr

JUNE 7, 2023

It has now secured over $67M in funding and offers a robust platform for mid-market and SMB segments. In 2019, WorkRamp had its first $1M year, then in 2021, its first $1M quarter, followed by the $1M month shortly after. WorkRamp shifted its focus to a different segment –– the mid-market and SMB side. Well, not all the time.

Scale 246

Scale Scaling SMB Marketing 246

SaaStr

AUGUST 6, 2022

— Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) April 26, 2019. HubSpot has stayed mostly SMB focused, but has over time evolved from a simple tool to the marketing and sales hub for many of its customers marketing efforts. One thing I took for granted was being CEO of an app that was beloved. From a tool to a solution.

Scale 294

Scale SMB Mobile Acquisition 294

SaaStr

JUNE 17, 2019

In 2019, the average enterprise buyers has deployed over 100+ SaaS apps, per Okta numbers. And the average SMB buyer has already purchased 50+ apps. Salespeople in 2019 that employ high pressure, rip-off tactics. So your prospects and customers are veterans. The general pyschology thus is different than it used to be in SaaS.

Enterprise 183

Enterprise B2B Sales SMB 183

SaaStr

JUNE 5, 2019

Do you have your ticket for 2019 SaaStrEuropa.com? The Secret to SMB Sales with Accel and Doctolib. We are Sold Out at 2,500 total attendees, but will continue to release a handful of tickets from the waitlist, so sign up here asap to get on. It will be 2+ jam-packed days of mentoring, sharing, lessons, unicorns, and VCs.

Sales Hiring 211

Sales Hiring Scale SMB Mobile 211

SaaStr

JANUARY 26, 2022

They started as pay-as-you go and pretty SMB / PLG. After settling into a fairly mature growth rate of 33% from 2019-2020, UserTesting exploded in 2021+, growing at 44%. but growing faster now, and was only 9% in 2019. And it’s way up from 9% in 2019. UserTesting didn’t start enterprise, quite the opposite.

Scale 189

Scale SMB Enterprise Pricing 189

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 331

Sales Recruiting Sales Hiring Scale Sales 331

SaaStr

JULY 11, 2019

You go from the leanest organization and very small SMB, to closing seven figure TCVLs for enterprise. Look, it’s 2019, we’re using Slack and E-mail and WhatsApp. What we’ve realized is, doing a product for SMB is fairly simple, and you’ll see in the graph, that’s why we grew so much in the beginning.

Sales Hiring 270

Sales Hiring SMB Scale Cloud 270

yoursales

DECEMBER 12, 2018

SALES STACK 2019 SALES TOOLS FOR. PROFESSIONAL SALES SALES STACK 2019: THE TOOLS SALES STACK 2019: THE TOOLS I t’s 2019 and we’re back at the sales tools workshop, working out the best sales tools for your sales process. The 2019 Sales Stack Tools List CRM CRMs We Use. Let’s not wait any further.

Scale 100

Scale Payment Methods Payment Solutions Outsourcing Services 100

SaaStr

MAY 8, 2024

Even the best companies did this until 2019, when capital got easier. For sales, we lost a little of the picture in 2021, but for all eternity in software, we’ve had 3x, 4x, and 5x multiples for SMB, Mid-Market, and Enterprise, respectively. Yes, there will be some tradeoffs. How do you budget this? We can’t do that anymore.

Metrics 267

Metrics Scale Sales Hiring SaaS 267

InsightSquared

JULY 1, 2019

In this new and expanded 2019 benchmark study , we revisit today’s marketing automation platforms and dig deeper into the quality of reporting, nature of the insights, and the impacts these platforms continue to have across the B2B community. Key Findings of 2019. Key Findings from 2018.

Benchmarks 21

Benchmarks Scale Marketing B2B 21

yoursales

DECEMBER 12, 2018

SALES STACK 2019 SALES TOOLS FOR. PROFESSIONAL SALES SALES STACK 2019: THE TOOLS SALES STACK 2019: THE TOOLS I t’s 2019 and we’re back at the sales tools workshop, working out the best sales tools for your sales process. The 2019 Sales Stack Tools List CRM CRMs We Use. Let’s not wait any further.

Scale 100

Scale Payment Methods Payment Solutions Sales Recruiting 100

SaaStr

OCTOBER 31, 2019

Bessemer Venture Partners’ Alex Ferrara takes a look at trends and predictions for the cloud industry in 2019. 2018 saw about $44 billion of value added to the public markets, companies like Dropbox, companies like DocuSign, and that has continued now into 2019. Want to see more content like this? Join us at SaaStr Annual 2020.

Cloud 113

Cloud Scale AWS Artificial Intelligence 113

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. We’ll never go back to 2021, so can we go back to 2019 or 2018? People loved Zoom and didn’t churn. No, it’s too mature, but it’s back. Look at Monday.

Sales Hiring 278

Sales Hiring SaaS Headcount Compensation 278

SaaStr

JULY 13, 2023

But what got lost around 2019 was that the team has to pay for itself.” Things got heated in 2018-2019 and then overheated in 2021. A simplistic way to look at it — Revert back to sales closing 3-5x what they take home—at least 3x for SMB, 4x for mid-market, and 5x for enterprise. Rev ops became professionalized.

CTO Hire 242

CTO Hire Sales Recruiting Sales Hiring Scale 242

SaaStr

NOVEMBER 8, 2019

What about SMB vs. Enterprise Sales? This podcast is an excerpt from Rene and Monica’s session at SaaStr Annual 2019. The post SaaStr Podcasts for the Week with Mixmax, Vista Equity Partners, and Zapproved — November 8, 2019 appeared first on SaaStr. Loving our podcast content? Rene Yang Stewart. Monica Enand.

Scale 100

Scale SMB Interviewing Enterprise 100

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. Get your early bird ticket for SaaStock LatAm 2019 before February 15th! CEO : Marcelo Lombardo.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

ChurnZero

JANUARY 4, 2019

Let’s talk 2019 predictions. But what if you could have a better idea of the changes 2019 has in store for Customer Success professionals? As the chatbot craze subsides, I anticipate behind-the-scenes AI to become a major trend in 2019. In 2019, not only will this trend increase, it will become much more mindful.

Customer Success 73

Customer Success SaaS Payments Payment Services Payment Solutions 73