SaaStr

JULY 1, 2024

Right now, you may have 3-4-stage sales processes that work for SMB customers. Finally, compliance is going to be critical. Don’t let compliance stall deals. #4: The partner serving SMB customers differs from someone serving Mid-Market and Enterprise. You’ll also need to look at your sales process.

Sales Hiring 303

Sales Hiring Scale SMB compliance 303

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 19, 2021

We created a product that was simple to use for entrepreneurs who were juggling a thousand different priorities and didn’t have (and didn’t want) an expertise in regulation, compliance or sales tax. Unlike our SMB customers, midsize businesses tend to have multiple key decision makers, including finance, product, IT, security and legal.

Scale 287

Scale Business Finance compliance 287

Payrix

OCTOBER 1, 2024

In the latest episode of PayFAQ: The Embedded Payments Podcast, host Ian Hillis sits down with Candice Raybourn, Head of Partner Activation at Payrix and Worldpay for Platforms, to discuss the crucial topic of PCI compliance. Candice underscores the financial and reputational risks associated with non-compliance. is essential.

Payment Services 113

Payment Services Merchant Services Payments compliance 113

SaaStr

DECEMBER 1, 2021

Romain’s last SaaStr session “ How to Close Your First 1000 Customers Based Solely on Data ” is still one of our all-time top watched sessions, so at this edition of SaaStr Scale, he’ll be refreshing this now that Gorgias’ growth has exploded and sharing “ Acquiring SMB 10,000 Customers Solely from Data.”

Scale 281

Scale Scaling SMB compliance 281

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 3, 2024

In the latest episode of our What’s New series, Founder and CEO at Secureframe, Shrav Mehta, sits down with SaaStr CEO and Founder Jason Lemkin to share what’s new at Secureframe, a rising SOC-2 and compliance software company breaking out in SaaS. So the time to implementation and compliance is much quicker now than it used to be.

AI 159

AI SMB Sales Hiring compliance 159

SaaStr

JUNE 13, 2019

And they were broken down roughly a third, a third, a third by targeting the SMB, the mid-market, and the enterprise. In the SMB, two-thirds use month-to-month, and in the enterprise, you’ve got two-thirds using multi-year. In terms of ACV, they span the gamut, everywhere from 5K all the way to 150K plus. What does this mean?

Scale 253

Scale SMB Sales Hiring Payment Services 253

SaaStr

DECEMBER 5, 2023

Security — SOC 2 compliance is table stakes. Role-based access controls Org visibility of how to manage the entire organization on the platform Compliance and governance Reporting If you’re committed to the journey, build this into your platform early.

Scale 267

Scale Enterprise readiness Enterprise compliance 267

SaaStr

JANUARY 12, 2022

Another top mistake SMB folks make trying to sell enterprise. 5M in ARR b/c we were too small a co and compliance dept blocked renewal (shoulda raised price I guess…) ” — Jared Hansen, CEO Thrilling Foods. You just close more, and churn less, and upsell more, when you show up. isn’t enough in the enterprise.

CTO Hire 327

CTO Hire Sales Hiring New CTO CTO 327

SaaStr

MARCH 28, 2024

Our thesis here is that there is a growing need for cybersecurity offerings for the SMB, the best way to deliver that offering is via managed service providers, and winning companies will take a platform approach to building products and features that are at parity to what enterprises have access to.

Venture Capital 276

Venture Capital Cybersecurity Artificial Intelligence Scale 276

SaaStr

NOVEMBER 28, 2022

This may look like moving from a mid-market business to an SMB, and eventually to an enterprise. Governance and compliance are core to alignment. Achieving 10X growth results from the repeated execution of common SaaS growth strategies. Look at the four common strategies to explore for your SaaS business: Expanding to new markets.

Scale 246

Scale Finance Sales Hiring Scaling 246

SaaStr

JULY 11, 2019

You go from the leanest organization and very small SMB, to closing seven figure TCVLs for enterprise. 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. Doing a product for SMB is fairly simple. Tiago Paiva: Oh yeah.

Sales Hiring 270

Sales Hiring SMB Scale Cloud 270

SaaStr

SEPTEMBER 14, 2023

SMB is more transactional, and Enterprise reps need to be subject-matter experts, know the industry, the workflow, the competition, etc. No one needs the 11th most boring article on compliance. The Takeaway: If you don’t hire someone or deeply become the VP of Sales yourself, it won’t work. All in all, you need a VP of Sales.

Outsourcing Services 289

Outsourcing Services Sales Hiring Scale Sales Recruiting 289

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 221

Underperforming Technical Team Sales Hiring SMB Enterprise 221

Tom Tunguz

JUNE 19, 2016

When a startup moves from serving the SMB segment to the midmarket to the enterprise, messaging must change because enterprise buyers care about different things including security, large user base management, compliance and other features that small to medium businesses never consider.

Pricing 123

Pricing Startup Strategy Development 123

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. Compliance. Be conscious of compliance, but don’t stress too much.

Software Review 143

Software Review Software Scale compliance 143

SaaStr

JULY 2, 2019

Dannie : The way we specialized is we segmented, so SMB originally, enterprise, large enterprise. Dannie : I think I mentioned this earlier, but when I was hired on, I hired onto lead an SMB team that was newly formed. Dannie : At this point, we started thinking how do our peers, staff, go-to-market teams, downmarket in the SMB?

Enterprise 170

Enterprise Scale Sales Hiring SMB 170

SaaStr

NOVEMBER 19, 2019

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. They all looked at me really weird because remember, I’d never done SMB before. Liberate some operating expenses.

Scale 187

Scale SMB VP of Engineering Leadership 187

Neil Patel

JANUARY 7, 2021

Schoology – Best for K-12 education D2L Brightspace – Best for higher education Tovuti – Best for selling online courses Looop – Best for SMB employee training Docebo – Best for enterprise learning Sensei – Best LMS plugin for WordPress. The other thing to pay attention to is content compliance.

Systems Review 138

Systems Review Management Scale Education 138

Tom Tunguz

JULY 14, 2013

At the outset, the company targets the less sophisticated SMB segment which doesn’t demand the compliance, heavy security and integration features needed by enterprise customers. This also decreasing time to market and provides revenues and product feedback in the short term.

Sales Hiring 100

Sales Hiring Venture Capital SaaS Artificial Intelligence 100

Clouded Judgement

MARCH 22, 2024

For SaaS businesses that target smaller SMB customer segments, gross retention is typically in the mid to low 80’s with net expansion in the ~105% range. ” They’ll look at things like cost, scalability, compliance, etc. The most common product group put in this category is vector databases.

AI 190

AI Cloud Revenue Technical Advisors 190

Stax

APRIL 11, 2024

SMB owners wear many hats, managing everything from staff to sales. Look for a PMS that can serve as an all-in-one platform for payment processing, integrates with other technologies, offers appropriate POS equipment, and prioritizes security compliance. Learn More What is a Payment Management System?

Payment Services 88

Payment Services Payment Solutions Merchant Services Payment Methods 88

Sales Hacker

APRIL 1, 2025

The exact playbook to move from SMB to enterpriseincluding partner enablement, segmentation, and incentive design. 85% of your customers being SMB and mid-market to at the end of that six years, it was 75%, uh, enterprise. Why retention isn’t just a CS metricand how to build a sales team that cares about it.

Scale 59

Scale VP of Engineering Outsourcing Services Enterprise 59

Neil Patel

DECEMBER 14, 2021

This announcement is a testament to the hard work of our growing pool of talented employees as well as our major enterprise and SMB clients. Our SMB Clients. That’s why we’re committed to using our experience to help SMB clients reach their full potential. Contact us to learn how we can help your SMB grow.

Technical Review 92

Technical Review SMB Sales Hiring Finance 92

Sales Hacker

FEBRUARY 2, 2021

SMB Sales vs Enterprise Sales Process. Security : Are all data fully protected and in compliance with privacy policies? SMB Sales vs Enterprise Sales Process. What Is Enterprise Level Sales? The Models of Enterprise Level Sales. How to Get Into Enterprise Level Sales. How Much Does an Enterprise Sales Rep Make? Key Takeaways.

Scale 112

Scale Enterprise Marketing Sales 112

FastSpring

JANUARY 27, 2022

In other words, if you want to attract SMBs, make sure you have SMB language on your site. Let someone else manage VAT, sales taxes, and compliance. Our merchant of record service might free you from worrying about sales taxes, VAT, compliance, audits from foreign tax agencies, and much more.

Merchant Services 146

Merchant Services Payment Services SaaS Payments Payment Solutions 146

Stax

DECEMBER 20, 2023

Since we’ve spoken a lot about credit card processing before, today we’ll take a look at how to find the best credit card processor for your SMB in 2024. Since the big players in the landscape generally all offer a robust set of services, data shows that most SMBs are satisfied with their payment processors and aren’t likely to switch.

Payment Services 88

Payment Services Merchant Services Payment Methods Payment Features 88

User Pilot

MAY 3, 2022

How is enterprise SaaS marketing different compared from acquiring and retaining users for an SMB? How is enterprise SaaS marketing different from downmarket/SMB-B2B SaaS marketing? Inbound works really well for smaller SaaS businesses, whether B2B or B2C. Enterprise SaaS marketing, however, is a different story entirely.

Enterprise 98

Enterprise Strategy Marketing SaaS 98

Andreessen Horowitz

APRIL 29, 2024

Credit Agreement and Funding Mechanics The credit agreement, that lengthy document dedicated to formalizing your credit arrangement with the lender, outlines many of the key terms and ratios necessary for compliance. It ensures the consistency of large document volumes and legal compliance with local jurisdictions for asset movements.

Payment Services 93

Payment Services Payment Solutions Development Team Review Outsourcing Services 93

Neil Patel

NOVEMBER 29, 2020

In the event of a legal or compliance issue, call recording will cover your bases. Many companies still maintain their own call centers and it can be important to keep everything in house for compliance reasons. Talkdesk has rolled out affordable solutions for SMB call centers. Well it’s all true. Cloud Call Center Software.

Payment Solutions 144

Payment Solutions Software Review Payment Methods Software 144

Intercom, Inc.

DECEMBER 13, 2018

We are going from having an enterprise business to having a mid-market business to investing in an SMB business. With our go-to-market strategy, as you said, we turned the playbook upside down and we’re going from the enterprise to mid-market to SMB. Ultimately, the product works for every company.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

Sales Hacker

APRIL 21, 2022

After a couple of years, we had built a solid SMB business, but realized that in order to hit our growth goals we needed to move up-market. Companies also need to keep in mind that most enterprise buyers have less price sensitivity than SMB buyers. It’s an acquisition motion similar to consumer or SMB marketing.

Sales Hiring 103

Sales Hiring Marketing SaaS SMB 103

Frontegg

AUGUST 12, 2021

Although SecureAuth is primarily an authentication provider, its SSO offering is a pretty solid internal one for enterprise and SMB use. Pros: Strong integration capabilities, Attractive pricing, Fast onboarding Cons: A very new company with all the risks that come with it Pricing: $49/month/tenant. #7 7 – SecureAuth.

B2C 98

B2C Identity management B2B Systems Review 98

Frontegg

NOVEMBER 25, 2021

Main benefits of using SSO platforms include: Added ease of use for end-users, which enhances customer satisfaction Less stress on developers to create new authentication solutions Improved security and compliance capabilities A seamless experience that is easy to integrate Better and easier to manage, especially while scaling up fast.

B2C 98

B2C Scale Identity management Enterprise readiness 98

OpenView Labs

MAY 29, 2019

As consumers become more anxious about data, GDPR compliance is at the top of the list for enterprise companies right now, and if you don’t have it, your product likely won’t even be considered. I like to use a contracts and compliance manager for this critical responsibility. Rigorous security requirements. Integration options.

Enterprise 65

Enterprise SaaS Outsourced Development compliance 65

SaaStr

AUGUST 15, 2020

We are still heavily oriented to SMB and to entrepreneurs. You say that Shopify is an SMB customer when I see 29%. I think Slack the majority of their revenue is enterprise even though their roots is SMB. To do more enterprise grade security and compliance? Shopify has never moved up market. We stretched up market.

Payment Methods 271

Payment Methods Merchant Services Scale Payments 271