SaaStr

JANUARY 9, 2025

Dear SaaStr: What Are Some Successful SaaS Leaders Without Sales Teams? Many that are self-serve and SMB-focused can start off without a sales team … for a while. But almost none stay without a sales team … forever. Yes, Atlassian since well past its IPO had almost no direct sales team.

Scale 279

Scale Sales Hiring Sales Headcount 279

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. Customers will be confused.

Pricing 127

Pricing Startup Strategy Development 127

OPEXEngine

FEBRUARY 22, 2022

An additional non-financial constraint is a fact that these customers typically lack experience in software procurement and implementation, and this adds friction to the sales cycle. Customer success is usually staffed by a mix of customer support, sales, and engineering folks contributing some portion of their time to the Cost of Revenue.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52