SaaStr

DECEMBER 22, 2023

Discovering the entire market and mapping out all potential verticals early in the process. The incredible power and value of the mid-market segment. Lesson 3 — Embrace the Mid-Market Often, people think there’s a binary choice between SMB and Enterprise. Going multi-product early.

Scale 306

Scale Scaling Strategy Sales Hiring 306

SaaStr

MARCH 8, 2024

Another mistake people make is going after an SMB segment when there’s a good enough free alternative. The reality is that any market with a good enough free alternative to the SMB-Mid-Market segment isn’t a compelling market.

AI 268

AI Artificial Intelligence Pricing SaaS 268

Tom Tunguz

APRIL 24, 2017

After last week’s post, Is There a No Man’s Land in SaaS ACVs , a founder asked me to highlight some of the go to market strategies in different segments. They both address the same market segment, but have approached it in radically different ways. Founded in 2004, Fleetmatics employs about 1150 employees.

Sales Hiring 186

Sales Hiring Strategy Venture Capital Marketing 186

SaaStr

JUNE 27, 2019

When we were SMB focused in the early years, our sales cycles were quick. Marketing also goes through quite a transformation when you start to shift to the enterprise. So, those were a couple of changes on the marketing side. It’s true for other market segments. So that changed a lot. We had our own roadmap.

Scale 238

Scale Enterprise Scaling Sales Hiring 238

Tom Tunguz

AUGUST 19, 2012

The first step in developing a sales strategy is to build a robust market segmentation. I’ve used data from the US Census to develop a segmentation that reveals some surprising facts about the SMB market and may help inform your startup’s sales strategy. Charts 3 & 4: The 4 market segments by revenue.

Marketing 100

Marketing Sales SaaS Market Segmentation 100

Tom Tunguz

AUGUST 19, 2012

The first step in developing a sales strategy is to build a robust market segmentation. I’ve used data from the US Census to develop a segmentation that reveals some surprising facts about the SMB market and may help inform your startup’s sales strategy. Charts 3 & 4: The 4 market segments by revenue.

Marketing 100

Marketing Sales SaaS Market Segmentation 100

SaaStr

JUNE 16, 2020

It’s available to everyone bringing in third party speakers, bringing in, we had Mark Cuban couple of weeks ago, we’re having Brene Brown for our SMB business, around empathy, and leading through courage. It’s the SMB space. That’s where we put all of our responses to the market. One, Salesforce Care.

Sales Hiring 210

Sales Hiring Scale SaaS Payments Payment Services 210

Point Nine Land

JANUARY 2, 2019

Observation #4: SaaS app stores seem to make more sense for the SMB and mid-market segments. When I listed the major SaaS app stores, I noticed that most of the successful ones are targeting the SMB and mid-market segments.

Payment Methods 66

Payment Methods Payment Solutions SaaS Payments Payments 66

OpenView Labs

SEPTEMBER 10, 2020

Enterprise sales is not a simple switch to make from SMB sales—it’s a completely different beast. I recently caught up with a founder I talked to last year who didn’t have the time (or desire) to deal with sales and wanted to hire someone to ‘”validate the market” for him. Source: SalesHacker.com.

Sales Hiring 74

Sales Hiring Enterprise Scale Startup 74

SaaStr

OCTOBER 31, 2019

I would argue that retention is probably the most important of these categories, so the first thing to note is that retention is really going to differ, depending on your market segment. Contrast that with companies that might also sell into the SMB segment of the market where the ASPs, the average deal sizes are lower.

Cloud 113

Cloud Scale AWS Artificial Intelligence 113

Sales Hacker

JUNE 14, 2018

Perhaps you are expanding into the SMB space and have not been able to gain a measurable return. Can you illustrate your firm’s proven track record of selling in the enterprise, mid-market, or SMB segments ? How will your company support and enable expansion into a new geography or market segment? (

Outsourcing Services 81

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 81

Sales Hacker

APRIL 29, 2021

Our friends in SMBs may have been in the sales realm for a while, with reps who are used to doing their own things. From there, we suggest assigning functions within a single team or market segment (you can call it a pilot). a shoutout on Slack from your VP goes a long way toward incentivizing others to follow best practices).

Scale 116

Scale Sales Hiring Sales Headcount 116

Sales Hacker

NOVEMBER 15, 2017

Champion/Challenger Test is a testing approach for determining the best engagement strategy for a given market segment, wherein the Champion represents your current production/servicing paradigm while the Challenger(s) represent new or different ways of doing things. Marketing Qualified Lead. Mid-market. Forecasting.

Scale 105

Scale Payment Methods Sales Recruiting SaaS Payments 105

Sales Hacker

DECEMBER 12, 2017

In general this should increase with seniority and market segment. Keep in mind this looks different for different segments. Base/Variable split is a crucial element to every comp plan. This is the percent of their On Target Earnings (OTE) that is guaranteed (base) vs variable.

Compensation 98

Compensation Sales Hiring Sales Payment Services 98

OpenView Labs

MAY 5, 2021

The answer likely depends on your market segmentation, as freemium may ease adoption friction for SMB/mid-market companies. Are you targeting enterprise or mid-market/SMB? They are highly successful in SMB/mid-market, but also have significant traction in the enterprise.

Business 52

Business SMB Scale DevOps as a Service 52

InsightSquared

OCTOBER 4, 2019

Your SMB and enterprise teams probably have different demand units. Ask your ops team to translate that buying group into business logic in your CRM and marketing system. What contacts within that TAM participate in closed-won deals? Conduct a research project to find out what titles are involved and how they’re organized.

Data 69

Data SMB Forecasting Enterprise 69

Kellblog

JUNE 9, 2024

These are mid-market and enterprise figures. SMB is presumably cheaper. This is realistic if you are one of two competitors going head-to-head in a market segment. At the last company I ran, we could consistently hit plan with 2.5x coverage. [3] 3] In practice, the average cost of a stage 2 oppty varies considerably.

Software Review 75

Software Review Metrics Scale SMB 75

SaaStr

MAY 2, 2019

Let’s be, in our case we were pivoting or expanding from an SMB oriented business towards an enterprise, let’s show some traction in that direction before we really commit to it. So what does it mean? Okay, let’s be getting more talent in, let’s be getting controllers, let’s be getting CFOs, you know?

Scale 204

Scale Business Sales Hiring CTO Hire 204

Sales Hacker

AUGUST 18, 2023

Its own requirements for operating in that market successfully. Are you crystal clear about what market segments you are going after? success with larger customers and misunderstand that to mean you have found product-market-fit upstream. And why you think you can win? It’s VERY easy to have some early (maybe unplanned?)

Scale 90

Scale VP of Engineering Sales Hiring Enterprise 90

How SaaS Works

OCTOBER 25, 2019

This may sound obvious, but even the best lead generation techniques end up with leads that simply aren’t in the market for your product category. Target market segment ?—?Does Does a lead work for a company in your target market (e.g. Does a lead have a job title in your target customer segment (e.g.

Sales Funnel 40

Sales Funnel SaaS Government Market Segmentation 40

Sales Hacker

SEPTEMBER 11, 2018

There Is No Optimal Deal Size Or Customer Segment. Sam Jacobs: You did a lot of research on deal size and market segment, and you concluded that there is no conclusion. Tell us a little bit about that work because it’s super interesting that there’s no one way to go to market.

Scale 48

Scale SaaS Construction SMB 48

Mucker Capital

APRIL 6, 2023

Are there types of companies, market segments, industries, or business models where PLG does not make sense? If you go back to thinking about what kind of company is a great fit for PLG, there are two important criteria: The first one is your target segment, your customer size. Hila is a mentor with Mucker Capital.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

SmartKarrot

AUGUST 3, 2020

Different Market Segments. Your client advisory board must consist of different representatives of the various market segments. It won’t be useful if all the members are from a SMB segment. Hence, there should be a good mix of members from all the segments. How to set up a CAB?

Branding 10

Branding Market Segmentation Social Media SMB 10

SmartKarrot

MAY 4, 2021

For a mid-market segment, a mid-touch just in time strategy would suffice. For an SMB segment, automated tech-strategy is the key to proceed. However, all segments of the market want proactive assistance. This means for an enterprise, one needs to have a proactive high touch strategy. This is the old idea.

Customer Success 11

Customer Success Technical Review SMB Onboarding 11

SaaStr

JULY 22, 2019

He had a company called Wily back in 2000 that he started, that ultimately sold on to Computer Associates, and really was seen as the father of the APM market segment, and learned a number of things in that experience that we then applied in terms of building New Relic, which is his second go around on the whole monitoring space.

Scale 234

Scale Scaling Sales Hiring Underperforming Technical Team 234

SaaStr

FEBRUARY 28, 2025

Salesforces move upmarket, for example, left a gap that HubSpot filleddominating the mid-market CRM space. “I think a lot of companies’ intuition is we’re going to move upmarket, so abandon the SMB and mid- market segment,” Eran explained. You leave a huge vacuum in the market.”

AI 305

AI Scaling SMB Payment Features 305

Sales Hacker

JANUARY 13, 2025

Each segment, whether SMB, mid-market, or enterprise, has its own nuances, but they all share a familiar core. Phase 5: The Communicator] Aligning for strategic change Role: The leader becomes a communicator, aligning the entire organization toward a common goal, such as moving upmarket or entering new market segments.

Scale 108

Scale Sales Hiring Artificial Intelligence SMB 108