SaaStr

MARCH 19, 2020

And even when you do check “dashboards” from SMB-y apps, they often don’t even look like dashboards. A true enterprise dashboard communicates value to all stakeholders. They look like summary pages. But a true enterprise dashboard is something different, and magical. It’s much more than a summary page.

SMB 363

SMB Enterprise Innovation Communication 363

SaaStr

FEBRUARY 8, 2022

Waze sales executives Fernando Belfort , Head of SMB Sales, and Kendra Wrightson , Head of Sales Enablement, discuss optimizing sales processes for four essential data points: value, variety, volume, and velocity. You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. .

Scale 292

Scale Sales Hiring Compensation Sales 292

Tom Tunguz

FEBRUARY 26, 2025

Your company can employ pricing to communicate to the market whether your product is a premium, mid-market or low cost alternative. Salesforce exemplifies exceptional positioning. Used strategically, pricing can be a weapon, a source of competitive advantage in the market.

SaaS Payments 276

SaaS Payments Pricing Strategy Scale 276

Tom Tunguz

APRIL 16, 2013

At first glance, SMB SaaS companies, those who sell Software-as-a-Service to small to medium businesses, may seem like any other software company. Successful SMB SaaS companies have reinvented their businesses eschewing the expensive enterprise sales model in favor of end-user centric marketing, support and product development.

SMB 100

SMB Scale Startup SaaS 100

SaaStr

MARCH 22, 2024

After switching to SaaS, she started as an SMB sales leader with no prior management or SMB sales experience. Every person can learn what to do and how to be good at sales because it requires data, empathy, communication skills, and getting savvy with presentations about data.

Scale 300

Scale Underperforming Technical Team SMB Finance 300

SaaStr

JULY 1, 2024

Right now, you may have 3-4-stage sales processes that work for SMB customers. Hopefully, you’ve built a partnership ecosystem for SMB customers, but it’s probably a completely different strategy for what you need to go upmarket for a couple of reasons. Some may surprise you, so keep those communication lines open.

Sales Hiring 300

Sales Hiring Scale SMB compliance 300

SaaStr

JANUARY 21, 2020

It’s an SMB SaaS company in the healthcare technology vertical. Things like hiring the right people and being clear and communicative. We’re going to talk a little bit about being clear and communicative with goals and objectives. My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract.

Sales Recruiting 332

Sales Recruiting Sales Hiring Scale Sales 332

Tom Tunguz

APRIL 25, 2012

On first glance, SMB SaaS companies, those who sell Software-as-a-Service to small to medium businesses, may seem like any other software company. SMB SaaS companies sell to a radically different market than enterprise software companies. On the other hand, SMB SaaS companies sell to firms with 10 employees and $400k in annual payroll.

SMB 100

SMB Scale SaaS compliance 100

SaaStr

JANUARY 12, 2022

Another top mistake SMB folks make trying to sell enterprise. Needed more communication, especially in the middle of the relationship as it matured. This sounds so basic, but again it often isn’t, especially if you are using less experienced and/or SMB trained sales reps to sell into the enterprise.

CTO Hire 325

CTO Hire Sales Hiring New CTO CTO 325

SaaStr

MARCH 31, 2019

This is most likely due to the fact that communications platforms are quite different in different countries. RingCentral somewhat later in life is growing into a true enterprise-play at $1b+ in ARR vs. the SMB play it was in its earlier and middle days. Their churn is lower in the channel, as are total sales and marketing costs.

Systems Review 259

Systems Review SMB Cloud Enterprise 259

SaaStr

OCTOBER 30, 2021

Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. My personal objective was simple, learn as much about SMB SaaS as I could and move on to another company to continue learning.

Scale 284

Scale Sales Hiring Sales SMB 284

SaaStr

DECEMBER 27, 2023

It’s essential that messaging doesn’t get confused when communicating with these different use cases. They started via SMB and are now serving the Amazons of the world. The more SMB you are, the faster the sales cycle and the quicker the team learns. At Docebo, 65% of their customers use it both externally and internally.

Sales Hiring 277

Sales Hiring Scale SMB Outsourced Development 277

SaaStr

MARCH 22, 2021

Their SMB customers quintupled, right? And so what happened was, even though they added a thousand customers paying $100,000 or more a year, actually the revenue count skewed more SMB, because they grew even faster. It may simply be because of communication networks, but in any event, Zoom was slow to go international.

Scale 268

Scale SMB Enterprise Branding 268

SaaStr

FEBRUARY 20, 2023

Unfortunately, these verticals can quickly become communication and work silos resulting in different day-to-day goals. A great example is Pleo’s SMB customer base, which was initially wholly dependent on communicating with sales reps for their needs. Companies organize themselves across verticals.

Management 246

Management SMB Communication Sales 246

SaaStr

JUNE 27, 2019

We’ve communicated to the street, for example, that we’ll be a billion dollars in revenue by the end of our fiscal ’22. When we were SMB focused in the early years, our sales cycles were quick. The first thing is, at least in our case, when we were in the SMB space, we’re primarily selling to one type of buyer.

Scale 238

Scale Enterprise Scaling Sales Hiring 238

SaaStr

NOVEMBER 21, 2022

This also happens sometimes when a top portfolio company goes through a big transition, say from SMB to Enterprise. But if you are going to run out: First, always communicate your Zero Cash Date in every investor update, every month, promptly. Or expanding its TAM. You bridge those. That’s the job.

Venture Capital 313

Venture Capital SMB Startup Investment 313

Sales Hacker

SEPTEMBER 25, 2019

Enterprise sales is hard, which is why most businesses start as an SMB org and grow into an enterprise org. So let’s look at how to drive sales in a high-growth situation, so the transition from SMB to enterprise is smoother (and faster). 2 rules for transitioning from SMB to enterprise. That’s not hard to believe.

SMB 88

SMB Enterprise Strategy Compensation 88

SaaStr

DECEMBER 20, 2023

So to serve both segments at the simultaneously, ZoomInfo has been rolling out a Product-led sales motion, that gives the ability for an SMB customer to sign up directly on their website for a free trial and grow into a paid customer, without ever having to talk to an sales rep or go through a demo process.

New CTO 312

New CTO Scale Sales Hiring CTO Hire 312

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. CEO : Marcelo Lombardo. Founded : 2013. Based in: São Paulo, Brazil. CEO : Marcelo Pugliesi.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

SaaStr

AUGUST 30, 2023

You can filter your search by industry, whether you’re SMB, mid-market, or Enterprise, etc. People can communicate as humans do, and AI uses those words and matches them to a business problem regardless of category. If that matches who you are as a customer and you fit that slice or segment of the market, that’s very valuable.

AI Search 245

AI Search AI ChatGPT Scale 245

Sales Hacker

APRIL 15, 2019

He also gives us a framework for how to move upmarket, and the requirements for taking a company from the SMB space all the way to the enterprise. Strategies for moving upmarket, and how to transition from SMB to enterprise. Strategies for moving upmarket, and how to transition from SMB to enterprise. What You’ll Learn.

SMB 71

SMB Enterprise Scale VP of Engineering 71

Intercom, Inc.

FEBRUARY 13, 2018

As your sales team scales and plays a larger role in representing the voice of your customers, an open line of communication aligns your product strategy with your addressable market. If your sales team is broken up between SMB, Mid-Market and Enterprise, you might want to include one rep from each segment.

Scale 192

Scale Sales SMB Data 192

SaaStr

OCTOBER 11, 2023

How to Communicate Multiple Products Without Overwhelming Customers When you have something as rich as monday’s platform, especially when many of the customers are SMBs, you have to be able to share your product without overwhelming. You don’t want to overwhelm SMB customers, and Monday made this a focus from day one.

Scale 176

Scale Sales Hiring Scaling Banking 176

SaaStr

JANUARY 24, 2024

Scaling Enterprise vs. Mid-Market Sales: Key Takeaways from Calendly It’s a common blueprint to start with SMB and mid-market accounts as your ideal customers. The value you communicate needs to make sense for the end user but also resonate with the C-suite and stakeholders making the buying decisions.

Scale 273

Scale Sales Hiring Scaling Revenue 273

Sales Hacker

OCTOBER 24, 2019

For years now, I’ve taught a simple follow-up framework to salespeople and RevenueZen clients who are going after SMB and mid-market buyers — perfect for when you’re talking directly to the decision maker and there are only a few stakeholders involved. LMK if this is an easier way to communicate.”. Is text okay? Np either way.

SMB 66

SMB Sales Forecasting Social Media 66

Intercom, Inc.

JANUARY 31, 2022

We’re working with venture capital, accelerator, incubator, and technology partners to help founders bring the best communication experience to their customers. The new startup program offers Intercom’s main customer communication solutions for 100% off in the first year, 50% off on the second year, and an ongoing discount of 20% thereafter.

Startup 118

Startup Venture Capital Scale SMB 118

Tom Tunguz

JUNE 12, 2014

To answer those questions, I’ve pulled together data from a basket of 46 publicly traded SaaS/Cloud companies and segmented them based on their average annual customer value (ACV) into three buckets: SMB ( =$10k to $100k). The median SMB SaaS startup spends significantly less on sales and marketing through year 4 of their lives.

Startup 100

Startup SMB Sales Hiring Acquisition 100

SaaStr

NOVEMBER 19, 2019

Becky Buckman | VP, Marketing Communications @ Battery Ventures. I run marketing and communications for Battery Ventures. So I went down the hall, met with the head of marketing, and I discovered a lot about in bound SaaS, about SMB, the importance of building this machine as I call it now that generates all these lovely leads.

Scale 186

Scale SMB VP of Engineering Leadership 186

Neil Patel

SEPTEMBER 15, 2021

” Along with my co-hosts Vignesh Kumar, VP of Email Marketing at NP Accel (the SMB division of NP Digital), and Colin Cornwell, VP of Growth Marketing at NP Digital, we’ll break down how you can write better subject lines, create simple yet effective email workflows, and boost your conversion rates. Conclusion.

Strategy 131

Strategy Entrepreneurship SMB Growth Marketing 131

SaaStr

JULY 2, 2019

She may be running her own tech startup, and she may be looking for a better way to collaborate, ship product faster, communicate better across geographies, et cetera. Dannie : The way we specialized is we segmented, so SMB originally, enterprise, large enterprise. It’s a super technical person. We saw Box on one end.

Enterprise 168

Enterprise Scale Sales Hiring SMB 168

Sales Hacker

FEBRUARY 17, 2020

This survey gathered responses from over 250 B2B outside sales leaders and professionals across SMB, Mid-Market, and Enterprise level corporations. For the sake of this survey, SMB is defined as those which generate an estimated annual revenue between $0 and $10 million. Companies in the Survey. CRM Statistics.

Sales 110

Sales SMB Enterprise Technology 110

ChurnZero

OCTOBER 14, 2022

The benefits to our team and our customers would be huge—but the project’s success would depend on how well we communicated them. One aspect that stood out: the importance of communication. Over time, this meant that our CSMs had books of business that included SMB, mid-market and enterprise accounts.”.

Communication 52

Communication SMB Compensation Scaling 52

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. 4 – Mojo — Best For SMB Sales. Additional minutes are billed at 3.9¢

Software Review 143

Software Review Software Scale compliance 143

SaaStr

JUNE 16, 2020

We’ve got to rethink our channels for employee communications and feedback. It’s available to everyone bringing in third party speakers, bringing in, we had Mark Cuban couple of weeks ago, we’re having Brene Brown for our SMB business, around empathy, and leading through courage. It’s the SMB space.

Sales Hiring 210

Sales Hiring Scale SaaS Payments Payment Services 210

SaaStr

JULY 1, 2020

Then, we’ll end of the day with me and Stewart Butterfield and obviously Slack is doing well, but Slack also has a massive SMB base and its challenges. For example, we’ve got like Roman from Gorgeous that Sam knows at the end of the day talking about dealing with SMB turns, they did something interesting at Gorgeous.

Merchant Services 259

Merchant Services Scale Sales Recruiting Sales 259

SaaStr

OCTOBER 15, 2019

Unlike when selling into SMB businesses that kind of can go from a demo, to a conversion, to a close in a matter of days, enterprise sales is a lot more complicated and it’s hard to navigate through. So as Lauren sort of alluded to, we started by focusing on SMB’s. It’s not going to work.

Underperforming Technical Team 218

Underperforming Technical Team Sales Hiring SMB compliance 218

SaaStr

SEPTEMBER 26, 2019

I don’t we can communicate that. So up to 100-150K and SMB, we’re at 2K. All our communication on Slack is in English. 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.

Scale 146

Scale Sales Hiring Sales Recruiting Technical Advisors 146