Tom Tunguz

APRIL 8, 2015

See also: Innovator’s Solution for SaaS Startups. 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%. Why does this happen?

Innovation 200

Innovation Startup Scale SMB 200

SaaStr

JULY 8, 2022

Half of Gorgias’ almost 10,000 SMB customers come from partners. Top 5 Ways to Scale a Sales Team with Zoom CRO Ryan Azus and SaaStr VP of Sales Bryan Elsesser. The Cadence: How to Turn Your SaaS Startup into an Army w/Craft Ventures General Partner David Sacks. #19. A niche session, but a strong one.

VP of Engineering 271

VP of Engineering Scale Outbound Sales Team SMB 271

SaaStr

APRIL 4, 2023

Most startup founders create companies to grow them. They made a move, adding a higher value “enterprise plan,” enabling the company to add an outbound sales team. They had SMB positioning with an unfavorable LTV to CAC ratio. While all organizations are different, one core truth remains — Everything changes.

Scale 246

Scale Scaling Strategy Outbound Sales Team 246

Sales Hacker

APRIL 25, 2019

Early in my career, I saw firsthand how a $20M funded company went from startup to NASDAQ IPO to being delisted in the span of three years due to frivolous spending (but that’s a story for another day). My cost-conscious lens (plus our proven outbound sales program) has served my company, Leadium, well. Software costs.

Outsourcing Services 99

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 99

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. Rapid SMB adoption with 200K+ customers. Startups, SMBs, and mid-market; teams wanting all-in-one marketing + sales. Market share leader (21.7%

Scale 52

Scale Underperforming Technical Team Technical Review Software Review 52

Tom Tunguz

APRIL 18, 2015

In the Innovator’s Dilemma for SaaS Startups , I outlined the path of many software companies, which disrupt incumbents by first serving the small-to-medium business and then move up-market by transitioning to serve larger enterprises with outbound sales teams. In fact, so is the mid-market sales team.

Innovation 141

Innovation Startup SaaS Sales Hiring 141