SaaStr

APRIL 12, 2025

Engagement : The lead has shown meaningful interest, such as attending a discovery call, requesting a demo, or engaging with high-value content. For example: High-Intent Actions : Visiting your pricing page, requesting a demo, or engaging with a case study. company size, industry, geography, etc.).

Systems Review 125

Systems Review SMB Engagement Sales 125

SaaStr

OCTOBER 26, 2021

In a noisy world where there are no practical barriers to creating B2B content, you need a thoughtful approach to engage your Ideal Customer Profile audience. . Marketing SaaStr Session #1: “The State of Software Buying: From SMB to Enterprise with G2’s CMO”.

Scale 358

Scale Marketing SMB Leadership 358

SaaStr

APRIL 10, 2023

Others may seek to corner the SMB market. They began thinking about this segment because they realized they needed to properly engage their startups. Zendesk knew that they could risk selling to startups like any other SMB, so that was the problem they set out to solve. Think about how to find these valuable customers.

Startup 271

Startup Scale SMB Venture Capital 271

Tom Tunguz

AUGUST 2, 2016

Channel distribution represents one of the biggest and most important changes in customers acquisition for SMB SaaS startups in quite a while. One of the most interesting examples is Microsoft’s Office 365 SMB business. It’s the most successful SMB SaaS acquisition channel ever built. by Thomas Hansen. and Westcon.

Outsourcing Services 113

Outsourcing Services SMB Acquisition Scale 113

SaaStr

NOVEMBER 6, 2022

If you do nothing else in Customer Success, make sure you have full engagement by Day 5, Day 15, Day 30, Day 60 … whatever exact amount of time is right for your app. Most SMB SaaS apps are really ERP 2.0 But it ain’t an Instagram-like deployment, even in an SMB. But make sure it happens. And a lot of work.

Business 284

Business B2C SMB Customer Success 284

SaaStr

JULY 1, 2024

How can you engage these new users across the funnel? 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.

Sales Hiring 300

Sales Hiring Scale SMB compliance 300

SaaStr

SEPTEMBER 15, 2023

They released many more products, with Freddy AI in 2018 and, as of last month, launched the Freshworks Customer Service Suite, which is an omni-channel for B2C to engage with customers on Instagram and other places. The average SMB customer would buy 4-5 seats of Freshdesk. Inbound isn’t just about SMB customers. The lesson?

Sales Hiring 284

Sales Hiring Scale SMB SaaS 284

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 252

Scale Sales Hiring SMB Payment Services 252

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

SaaStr

DECEMBER 14, 2020

Churn is a good term for your SMB and freemium customers. Doing this once a month in a structured fashion can radically improve engagement across the team in solving customer problems. Get engagement up. And sometimes they’ll churn even just for a modestly better deal. Like Verizon.

Churn 362

Churn Sales Hiring Systems Review B2C 362

Sales Hacker

JANUARY 9, 2023

Related: How to Transition from SMB to Enterprise: Tips from 3 Experts. SMB, mid-market, and enterprise defined. SMB, mid-market, and enterprise defined. Selling to SMB. SMB, mid-market, and enterprise: What’s the difference? SMB: Small and Medium-Sized Businesses. Benefits of selling to SMB.

SMB 104

SMB Scale Enterprise Sales 104

SaaStr

APRIL 8, 2020

Hiver’s Free Shared Inboxes for SMB. Mixmax is the #1 sales engagement platform for the complete sales cycle. Profitwell solves the hardest parts of subscription growth with outcome-centered products that reduce churn, optimize pricing, and grow your subscription business end-to-end. Where can I find the deal?

Artificial Intelligence 304

Artificial Intelligence Machine Learning SaaS Consulting 304

SaaStr

JULY 22, 2022

Koehler emphasized the similarity in pain points across multiple customer segments: “It doesn’t matter if you’re an SMB…or a large enterprise: You’re trying to figure out, ‘How do I create a better customer experience? How do I engage my customers? Those needs aren’t going away because of economic conditions.”

B2C 283

B2C Scale Marketing Sales Hiring 283

SaaStr

FEBRUARY 14, 2024

One thing that has positively changed for customer success, especially for the SMB-focused, is far larger onboarding teams. This is great news because onboarding is one of the best ways to bring down churn for SMBs. For example, an SMB that barely logs into a computer should be able to onboard without the need for a human.

Customer Success 299

Customer Success Sales Hiring Scale Headcount 299

SaaStr

JANUARY 7, 2021

Zendesk’s Sharon Prosser, VP Worldwide SMB Sales & XDR, and Astha Malik, VP GTM Strategy, Planning, and Enablement share some guiding principles about how their company has grown and enriched many markets. How are you engaging people in different contexts? The good news is, you really can think about $1B. The X-Factors.

Scale 278

Scale Scaling Sales Hiring SMB 278

SaaStr

OCTOBER 3, 2023

Finding product market fit Moving from SMB to Enterprise or vice versa Achieving Enterprise repeatability Strategic expansion Borland has experienced all four stages at three different companies and knows what teams and functions look like for each stage of growth. Through customer stories. Think of aha moments as inflection points.

Enterprise 291

Enterprise B2B Scale SMB 291

SaaStr

FEBRUARY 16, 2021

If a rep can’t get engagement, but a prospect has registered some interest, marketing can at least drop them into a long-term engagement campaign. Almost always, SMBs suffer. So at least send the SMB leads to a rep just working those ones. Do not fire a prospect. Do not break up with them. Sometimes, that’s the whales.

Scale 279

Scale Sales Hiring Sales SaaS 279

SaaStr

OCTOBER 8, 2024

Slice provides software and services that help these shops run better, gain insights into their shops, engage with their customers through marketing, and even sell them pizza boxes at a discount. To win for SMBs, you need to own the whole operation stack for them to achieve the ROI they need. People miss that in vertical.

Scale 277

Scale Scaling SaaS Point of Sale 277

SaaStr

JANUARY 21, 2020

It’s an SMB SaaS company in the healthcare technology vertical. My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. If you’re an SMB SaaS business, I would recommend hiring SMB SaaS salespeople. This is where VP level engagement or C level engagement is absolutely critical.

Sales Recruiting 332

Sales Recruiting Sales Hiring Scale Sales 332

SaaStr

JANUARY 12, 2022

Another top mistake SMB folks make trying to sell enterprise. And you lose renewals when you didn’t engage enough of the stakeholders. 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. A good one. Yup, see above.

CTO Hire 325

CTO Hire Sales Hiring New CTO CTO 325

SaaStr

DECEMBER 22, 2023

So, they engaged with the entire market very early and understood the common needs across verticals. Lesson 3 — Embrace the Mid-Market Often, people think there’s a binary choice between SMB and Enterprise. Engaging mid-market early is a great way to build product market fit and repeatable sales motions.

Scale 306

Scale Scaling Strategy Sales Hiring 306

User Pilot

AUGUST 6, 2024

There’s no product growth without customer engagement. In the article, we will share 15 great customer engagement ideas that will help you support your customers, let them get the most out of the product, and keep them interested. We also look at examples of SaaS products with excellent engagement strategies.

Engagement 105

Engagement Retention Social Media Customer Lifetime Value 105

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. I’m very happy to talk about SMB sales today because if you think about it, healthcare is a very nice economic sector.

Sales Recruiting 125

Sales Recruiting SMB Scale Sales Hiring 125

SaaStr

APRIL 4, 2022

The goal is to acquire net new account engagement through inbound through outbound campaigns. Performance Marketing: Performance marketing focuses on driving volume and velocity through owned and paid ‘always on’ programs for net new leads acquisition for self serve, SMB, and enterprise accounts horizontally. .

Scale 274

Scale Revenue Scaling Marketing 274

SaaStr

JANUARY 18, 2022

In that time, they’ve managed to appeal not just to the big players of the industry, but to the SMB market as well. This information is critical for the CSMs who engage with this account. But how can you build a product that provides a superior experience across vastly different scales? . Know the Operating Model.

Customer Success 274

Customer Success Scale SMB Enterprise 274

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

SaaStr

FEBRUARY 18, 2021

50,000,000 active, passionate, engaged users using your business app, on their own, electively, with some regularity. In VSB or SMB business apps, you can get to one million paying customers — but you really, really need something broad-based to get there. Not users who registered and never came back. Enough not to churn.

Business Model 293

Business Model Scale Business PayPal 293

SaaStr

DECEMBER 12, 2023

Buyers want to do their own investigating first — looking at materials and determining when they want to engage with the seller. If you’re an SMB, sometimes you only have one person to talk to, maybe the Founder and/ or CEO. What you need to do instead is leverage more content and intent data. That it’s ok if it isn’t a fit.

Forecasting 293

Forecasting Point of Sale Technical Review SMB 293

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. I’m very happy to talk about SMB sales today because if you think about it, healthcare is a very nice economic sector.

Sales Recruiting 111

Sales Recruiting SMB Scale Sales Hiring 111

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 87

SMB Enterprise Strategy Compensation 87

SaaStr

FEBRUARY 20, 2023

Proactively engage in empathy to allow trust that unlocks untapped potential.” – Aiyana Scully Moorhead Create structures that enable collaboration During his work as a salesperson at Pleo, Phillip was a star performer on the Swedish sales team.

Management 246

Management SMB Communication Sales 246

ChurnZero

JULY 22, 2021

Setting rules of engagement saves your team time, money, and energy. Your rules of engagement should be based on which team is genuinely the best fit in each scenario and has the greatest likelihood of gaining sales traction. As a final note before we dive in: Be prepared to constantly amend your rules of engagement.

Customer Success 98

Customer Success Engagement Sales Acquisition 98

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. Founded : 2015. Founded : 2012.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

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. They are the leading sales engagement platform. What You’ll Learn. The first is Chorus.ai.

SMB 70

SMB Enterprise Scale VP of Engineering 70

SaaStr

FEBRUARY 9, 2024

They had been building toward an SMB audience, so hiring 50 people in sales against a product that wasn’t ready for a specific audience would’ve been a mistake. Next, think about product maturity. When Giancarlo started at Zapier, its product maturity at the time on the upmarket side was still new for them.

Scale 317

Scale Sales Hiring Sales Marketing 317

SaaStr

JUNE 1, 2021

The other thing that dropped our odds of success was the fact that we were focused on small business, on the SMB market, and everyone we talked to, literally everyone. Do not…,” and the reason is no one hardly ever has succeeded in building a big business in SMB. I’m paraphrasing… [laughter]. That’s work.

Part-Time VPE 290

Part-Time VPE Technical Cofounder CTO Hire New CTO 290

SaaStr

JUNE 16, 2020

Adnan Chaudhry, SVP of Sales at Salesforce then provides actionable takeaways on how to refocus your sales teams, engage with customers, adjust your sales comp, and how you can properly forecast in today’s new landscape. Adnan Chaudhry: And engaging customers, I suspect that’s the common theme for everyone.

Sales Hiring 210

Sales Hiring Scale SaaS Payments Payment Services 210