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. Gaetan Gachet : Depends on the segment. for enterprise.

Scale 146

Scale Sales Hiring Sales Recruiting Technical Advisors 146

Sales Hacker

APRIL 25, 2019

The SMB Decision: In-House vs. Outsourced Sales Development. As a high-growth SMB, your number-one focus is consistent sales. in well with your company culture. And while strategy is incredibly important, considering the cost of every piece of that strategy can be a game-changer to your bottom line. again with a new hire.

Outsourcing Services 99

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 99

SaaStr

AUGUST 12, 2020

Some of the TCV numbers might’ve included multi or deals, but we basically went from one million in sales our first full year as a company, to seven million the second, to 21, to about 56 million the year that Microsoft bought us. We had SMB mid-market and enterprise teams, so we were attacking all those markets.

Startup 293

Startup Software Review Scale Systems Review 293

SaaStr

SEPTEMBER 18, 2020

Do you segment enterprise and SMB? Not having the right account structure for us meant we took customers on, and we just spread them across account managers. And we were never really thoughtful, or we were thoughtful too late about: How do you look at your accounts? Do you treat them by usage together? Jason Lemkin: I see.

Sales Hiring 246

Sales Hiring CTO Hire Scale Investment 246

Sales Hacker

APRIL 21, 2020

Enterprise or SMB. Meanwhile, this helps minimize disruptions to your company culture and solidifies your reputation as a good place to work. (side note: this is a post all in itself). What type of salesperson do we need? Executive-level presence with a strategic thought process to boot. Inbound or outbound.

Sales Hiring 125

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 125

SmartKarrot

JANUARY 10, 2023

Develop the digital marketing, e-commerce and consulting skills of the SMB CSM teams through continued education, with the intent of forming CSMs who become key stakeholders in the success of the customers. Embody company culture and maintain high team engagement. Ramp up CSMs’ knowledge of the platform and internal operations.

Customer Success 19

Customer Success Outsourced Development Technical Review Systems Review 19

SaaStr

MARCH 10, 2020

But all of the training was done by what we called the SMB managers. The people we brought in, we genuinely believed they were really good and we had really low attrition, sub 10% year over year. So we sort of artificially created segments in our business. We’re lucky that we sell to a lot different sized.

Scale 271

Scale Sales Hiring Sales Recruiting Scaling 271

SaaStr

OCTOBER 4, 2019

Why did Jeppe decide to focus on SMBs from Day 1? How does the product build in the early days differ when building for SMB vs enterprise? Why does Jeppe believe that building for SMB makes it easier to build a great culture internally? What was that a-ha moment for him with Pleo? * What changes? *

Scale 146

Scale SMB Technical Review Software Review 146

SaaStr

JANUARY 28, 2020

SMB numbers are harder to get with, but it’s like 60 or 70 for SMBs. That probably means they’ve tried more than 140, don’t you think? Aaron : That they know about. Jason : It probably means they’ve piloted at least 280 or 512 and they have evaluated 1,000.

Sales Hiring 244

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 244

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. How do I understand the product itself?” You can do a lot of mock scenarios as much as you want.

Scale 247

Scale Sales Hiring Sales Recruiting Sales 247

SaaStr

OCTOBER 4, 2019

Why did Jeppe decide to focus on SMBs from Day 1? How does the product build in the early days differ when building for SMB vs enterprise? Why does Jeppe believe that building for SMB makes it easier to build a great culture internally? How did you think about this, and why did you start with SMB? What changes? *

Scale 142

Scale SMB SaaS Payments Sales Hiring 142

SaaStr

NOVEMBER 2, 2019

In Today’s Episode We Discuss: * How Krish made his way into the world of SaaS and came to found one of India’s fastest growing SaaS companies in Chargebee? How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? Does one have to move to enterprise?

Scale 160

Scale Sales Recruiting SaaS Payments Payment Services 160

SaaStr

JULY 26, 2019

” Is it SMB or is it Enterprise? You make that decision based on the fact that your profile fits either an SMB or Enterprise. Then, you can decide, is it a high volume play in the SMB? I think if you think of it that way, you then will look at that and say, “Which total addressable market is the best?”

Sales Hiring 164

Sales Hiring Scale SaaS Payments Sales Recruiting 164

Casey Accidental

NOVEMBER 13, 2019

2 Founders have to shepherd the right new and existing resources most likely to value the business model transition and change the company culture. Strong businesses usually build a culture of understanding their customers and their model very well and catering to those needs. Excess SMB Inventory for Groupon.

Marketplace as a Service 106

Marketplace as a Service Business Model Business Underperforming Technical Team 106

SaaStr

JUNE 10, 2020

Before founding BetterCloud, David was an early employee of Cloud Sherpas (acquired by Accenture), where he led the company to become the leading cloud services partner to SMB worldwide.

Scale 194

Scale Cloud Sales Hiring Technical Review 194

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. Pssst Loving our podcast content?

Sales Hiring 155

Sales Hiring Scale Technical Advisors Underperforming Technical Team 155

SaaStr

MAY 24, 2019

How does Andrew advise founders on the question of whether to start in enterprise or SMB? What are the benefits of starting in SMB? Harry Stebbings: I do want to start there Andrew, and I know a lot of SaaS founders talk to me about this SMB, enterprise, where should I start and where should I move to and from?

Sales Hiring 154

Sales Hiring Scale SMB Sales Recruiting 154

SaaStr

MARCH 27, 2019

I think for me one of the biggest realizations for me, we were a mid market company, right, we grew up in SMB. When I started at Salesforce, we were SMB mid market, right, that’s really where we lived. Leyla Seka: Yeah, I mean, it happens in lots of different ways.

Scale 141

Scale VP of Engineering Mobile Scaling 141

SaaStr

OCTOBER 25, 2019

The only objection when they invested was that this sort of store thing for SMB was so small, they projected the maximum exit would be seven hundred million. And he said it was one of the only deals at Bessemer where every single partner wanted to do it.

Sales Hiring 160

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 160

Sales Hacker

JANUARY 13, 2025

The focus shifts to creating a cohesive organization with second-line leaders who can sustain and adapt the companys culture. This phase is about hiring second-line leadersdirectors and VPswho can carry the cultural torch while managing their own high-performing teams. Culture becomes the engine.

Scale 109

Scale Sales Hiring Artificial Intelligence SMB 109