SaaStr

NOVEMBER 28, 2024

It’s just hard to get most vertical SaaS start-ups to scale if they can’t get to a $10k ACV. The good news is, you can support these price points effectively with a very efficient inbound sales team, and/or a mix of self-serve and sales-led. Churn is all over the place with SMBs. So be honest.

Payment Solutions 264

Payment Solutions Inbound Sales Team Marketing Scale 264

Tom Tunguz

APRIL 8, 2015

In short, new startups leverage a distribution advantage to acquire SMB customers at scale. Because of the nature of SMBs, the startup must battle the higher churn rates of smaller customers which slow growth, creating the S curve above. Smaller customers churn at higher rates. Customer Annual Churn 15% 7%.

Innovation 208

Innovation Startup Scale SMB 208

Intercom, Inc.

MARCH 29, 2022

You’ll meet some of our customers, including Wayne Stewart from Atlassian and Brian Lederman from Coda, as they explore the ways Intercom is helping them scale their businesses. We are operating at internet scale. And we do this at internet scale with modern next-gen tools that grow with you. And that is why we are here.

Scale 118

Scale Banking Technical Review Software Review 118

SaaStr

AUGUST 20, 2020

As for Kyle, prior to Figma he spent over 5 years at Dropbox achieving some incredible milestones including launching and scaling the Austin, Texas office from 3 to 80 people and being responsible for growing Dropbox’s leading partner ecosystem. Why is it so hard moving from zero to one in sales, Kyle? Kyle Parrish: Yeah.

Sales Hiring 275

Sales Hiring Sales Recruiting Scale Sales 275