Tom Tunguz

APRIL 8, 2015

There’s a familiar path now to SaaS companies that start in the SMB (small-to-medium business) part of the market. In short, new startups leverage a distribution advantage to acquire SMB customers at scale. SMB 3-7% 31%-58%. Mid-Market 1-2% 11%-22%. See also: Innovator’s Solution for SaaS Startups.

Innovation 200

Innovation Startup Scale SMB 200

SaaStr

APRIL 4, 2023

How CAC targets drive GTM strategies: If Your CAC Target Is Low You’ll likely focus on small-to-medium businesses and use tools like inbound sales and low-touch or no-touch self-service. Virality and content marketing will be essential to create traffic and win new customers. The sales cycle at this stage may be very short.

Scale 246

Scale Scaling Strategy Outbound Sales Team 246

How To Buy Saas

FEBRUARY 25, 2025

Its especially popular with startups, small-to-mid-sized companies, and any organization embracing content marketing and online lead generation. Market share leader (21.7% Founded 2006; Inventor of inbound marketing methodology. Rapid SMB adoption with 200K+ customers. Also used by smaller orgs with IT support.

Scale 52

Scale Underperforming Technical Team Technical Review Software Review 52