SaaStr

APRIL 13, 2023

And so many different strategies, from more enterprise to more SMB, from more tech focused (Asana) to less tech focused (Monday). 135% NRR from larger customers and 120% for $5k+ customers remains top-tier, especially for a vendor with plenty of small SMB customers. You can just learn so much. 39% of Revenue Outside U.S.,

SMB 310

SMB Outsourced Development Enterprise Scale 310

Tom Tunguz

MAY 23, 2016

Enterprise companies average contract value is greater than $100,000. Mid-market companies span $10,000-$100,000, and SMB companies generate less than $10,000 per year per customer. Or develop a beachhead in the mid-market and drive into enterprise. These demarcations are not industry-standard, but my own.

Outsourced Development 153

Outsourced Development SaaS SMB Enterprise 153

Sales Hacker

APRIL 25, 2019

The SMB Decision: In-House vs. Outsourced Sales Development. As a high-growth SMB, your number-one focus is consistent sales. Without a sales development team, you can find yourself struggling when it comes to pipeline generation. The Four Costs of In-House Sales Development. Salary and benefits costs.

Outsourcing Services 99

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 99

SaaStr

JANUARY 21, 2020

It’s an SMB SaaS company in the healthcare technology vertical. We’re going to move into things like learning and development, L&D, building on great career pathing and getting that compensation right and I’ll give you a preview. If you’re an SMB SaaS business, I would recommend hiring SMB SaaS salespeople.

Sales Recruiting 332

Sales Recruiting Sales Hiring Scale Sales 332

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.

Outsourcing Services 113

Outsourcing Services SMB Acquisition Scale 113

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 297

Scale Sales Hiring Compensation Sales 297

SaaStr

MAY 25, 2020

In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “E contract” — Julie Grieve, CEO CritonHQ. ” — John Thackston, VP Business Development * Founder, SOAR Performance Group. “Simplicity. In everything.

Sales Hiring 344

Sales Hiring Sales Outsourced Development Technical Review 344

SaaStr

DECEMBER 27, 2023

Between 2016 and 2023, you see the ACV (average contract value) going up and up. That was the result of an operational motion of building a company that, in the beginning, was meant to address SMBs. As a result, the contracts got bigger because they were working with bigger companies.

Sales Hiring 282

Sales Hiring Scale SMB Outsourced Development 282

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. Agnes Bazin | Chief Development Officer @ Doctolib. The topic of the day is secret to SMB sales. Andrei B.:

Sales Recruiting 127

Sales Recruiting SMB Scale Sales Hiring 127

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. Agnes Bazin | Chief Development Officer @ Doctolib. The topic of the day is secret to SMB sales. Andrei B.:

Sales Recruiting 113

Sales Recruiting SMB Scale Sales Hiring 113

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

MARCH 3, 2023

Culture — developing sub-cultures within sales that enable the team to scale successfully. Instead, develop a scalable, streamlined enablement process to eliminate any bottlenecks in success. It was an upfront social contract saying, “Hey, we know you’ll leave eventually. For SMB mid-market, it’s typically around 2-3 months.

Scale 278

Scale Sales Recruiting Sales Hiring Scaling 278

Sales Hacker

JUNE 14, 2018

A viable and proven option is handing over some or all of your sales efforts to outsourced sales professionals. It’s true that outsourcing your sales to a third-party provider can yield favorable results. There are many outsourcing companies, but which of them can actually hold a sales quota and get results?

Outsourcing Services 82

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 82

The Angel VC

APRIL 30, 2015

That is, a chart that shows your new MRR, expansion MRR, contraction MRR, churn MRR and reactivation MRR for each month since launch. So if you're selling to both SMBs and bigger enterprises, consider showing one MRR movement chart for the SMB customer segment and another one for the enterprise customer segment.

Software Review 186

Software Review Outsourced Development SMB Acquisition 186

Payrix

JANUARY 28, 2025

But I think it’s going to create new vectors and one of the ones that I’m personally bullish on is I think we’re going to see Embedded Finance platforms be able to play in that space at scale where we’ve maybe only seen a dozen or so vertical or horizontal platforms really create outsourced opportunity there.

Payments 130

Payments Payment Solutions Merchant Services Payment Methods 130

Aaron Beashel

MARCH 9, 2018

They target professional marketers at medium-sized companies and sell their product for an average of $300 per month ($3,600 Annual Contract Value). They are focused on acquiring large enterprise businesses and sell their product for several thousand dollars per month (meaning the Annual Contract Value is likely north of $50,000).

Scale 192

Scale SaaS Payments B2B Strategy 192

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. CEO : Dennis Herszkowicz.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

Sales Hacker

APRIL 10, 2018

The SMB segment—going upstream vs. downstream. Pro-user, SMB, Enterprise, this requires a specific Go To Market strategy. B2B segments in focus: Enterprise/Company wide – selling a platform (CRM/ERP) using multi-year contracts. Mid Market/Department – selling platforms and applications using annual contracts.

SMB 97

SMB Strategy Outsourced Development Marketing 97

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. ” We didn’t do any annual contracts.

Part-Time VPE 296

Part-Time VPE Technical Cofounder CTO Hire New CTO 296

Tom Tunguz

JANUARY 14, 2015

Based in New Zealand, Xero has built a widely adopted small-to-medium business (SMB) accounting solution that counts 371,000 paying customers, a figure that grew 76% in the last 12 months. First, Xero is a glowing example of a successful SMB SaaS company. And in the US, each accountancy provides about 13 SMB customers to Xero.

Benchmarks 100

Benchmarks Metrics SMB Outsourced Development 100

Sales Hacker

NOVEMBER 9, 2020

Having the right technology in place is often the difference between success and failure, and this is even more true for startups and SMB, where you have a small team and limited resources. It’s worth noting that three of these — Hubspot, Freshworks, and PandaDoc — are finding significant adoption among SMBs with less than 50 employees.

Technical Review 133

Technical Review Scale Trends Startup 133

Sales Hacker

APRIL 1, 2025

The exact playbook to move from SMB to enterpriseincluding partner enablement, segmentation, and incentive design. 85% of your customers being SMB and mid-market to at the end of that six years, it was 75%, uh, enterprise. Uh, so a lot of focus on mutual development and mutual success. Um, I mean, that’s incredible.

Scale 64

Scale VP of Engineering Outsourcing Services Enterprise 64

SaaStr

NOVEMBER 19, 2019

So I went down the hall, met with the head of marketing, and I discovered a lot about in bound SaaS, about SMB, the importance of building this machine as I call it now that generates all these lovely leads. They all looked at me really weird because remember, I’d never done SMB before. Liberate some operating expenses.

Scale 187

Scale SMB VP of Engineering Leadership 187

SaaStr

OCTOBER 15, 2019

At Mapistry, moving upmarket is exactly what CEO, Allie Janoch, set out to do two years ago and in this talk, she and Lauren Alexander, Mapistry’s VP of Marketing and Demand Generation, will share the playbook they have developed for generating warm leads in a market of buyers unused to purchasing software. It’s not going to work.

Underperforming Technical Team 222

Underperforming Technical Team Sales Hiring SMB Enterprise 222

Stax

APRIL 3, 2025

Look for an eCommerce payment system that offers plug-and-play integrations with your existing tech stack to minimize development costs. Keep in mind that the right solution for a startup or SMB may not necessarily be the best for large firms or high-volume enterprises. Steer clear of providers that keep these fees hidden.

Payment Methods 88

Payment Methods Merchant Services Payment Solutions Payment Services 88

yoursales

JANUARY 28, 2022

Whether you're a VP Sales of a Sales Development Representative, you should expect your company to equip you to get the job done. With sales consulting, lead generation, and outsourced sales clients in the range of 1 to 1500 full time employees you can imagine we come across quite a few different CRMs. Sales Stack Graveyard.

Scale 113

Scale Payment Methods Payment Solutions Sales Recruiting 113

SaaStr

JUNE 16, 2020

Also, there is focus on changing terms to try and close and accelerate deals, reducing time commitment requirements for contracts, pricing minimums to get to a yes more quickly, and then also focusing on cash and cash collections by building more efficiency in that process. Contract modifications were still so decentralized.

Sales Hiring 216

Sales Hiring Scale SaaS Payments Payment Services 216

yoursales

JANUARY 29, 2021

Pipedrive has been part of YourSales and many of our outsourced sales assignments since the beginning. Mimiran – More Leads and More Deals for SMB Services Business. SalesMethods - World Class Account Development and Sales Opportunity Management. StoryDimensions - Capture, Develop and Deliver Customer Stories … at Scale.

Scale 106

Scale Payment Methods Payment Solutions Sales Recruiting 106

Andreessen Horowitz

JUNE 3, 2024

Marketing is particularly well suited for adopting generative AI because it is an iterative, creative, and dynamic practice that relies on the types of media — texts, images, video — that have driven LLM development. And the level of complexity and user experience dictates a different product for SMBs vs. enterprises. via Captions ).

AI Search 121

AI Search AI Outsourcing Services Payment Solutions 121

Sales Hacker

AUGUST 7, 2020

The plus side of this is that it leads to a comradery at start-ups and SMB organizations that is often hard to replicate at the enterprise level. Salespeople are not as tightly managed in start-ups or SMBs, and most of us like that. They also have well-developed workflows for lead-processing and drafting and revising of contracts.

Scale 110

Scale Enterprise Sales Hiring Technical Review 110

Tom Tunguz

JULY 14, 2013

Because customers are paying to improve the product, rather than buying a “production-ready” enterprise product, the company can go to market much earlier in their development. Ideally, the company offers 12 month contracts and the company can be profitable on a customer before the customer has an option to churn.

Sales Hiring 100

Sales Hiring Venture Capital SaaS Machine Learning 100

Sales Hacker

FEBRUARY 2, 2021

SMB Sales vs Enterprise Sales Process. This will give you the annual contract value. It is essential that you take time to study your ICP as well as emerging market trends and developments. SMB Sales vs Enterprise Sales Process. Contract Size: 5 years, high six figures. What Is Enterprise Level Sales?

Scale 113

Scale Enterprise Marketing Sales 113

Tom Tunguz

JUNE 26, 2013

SMB capital access - In addition to consumers' feeling the tightening of the credit market, small and medium businesses suffered as local and regional banks' pursestrings contracted in tandem. An alternate form of loan, crowdfunding is being used for everything from financing vacations to hardware development.

Merchant Services 100

Merchant Services Payments Point of Sale Startup 100

SaaStr

JULY 2, 2019

I manage North America sales for Slack, and I’m joined by my colleague Dannie Herzberg, who runs mid-market sales in our sales development team. A third bucket actually guides how we’ve built our sales development program here. Dannie : The way we specialized is we segmented, so SMB originally, enterprise, large enterprise.

Enterprise 171

Enterprise Scale Sales Hiring SMB 171

yoursales

DECEMBER 12, 2018

Pipedrive has been part of YourSales and many of our outsourced sales assignments since the beginning. Mimiran – More Leads and More Deals for SMB Services Business. StoryDimensions – Capture, Develop and Deliver Customer Stories … at Scale. Mimiran – More Leads and More Deals for SMB Services Business.

Scale 100

Scale Payment Methods Payment Solutions Outsourcing Services 100

Point Nine Land

NOVEMBER 10, 2020

Sooner or later, you have to develop a good understanding of your LTV, though, since your LTV determines how much you can spend on acquiring a customer. This way the formula factors in account expansions and contractions (e.g. This is not an unusual pattern in SMB SaaS. That makes no sense. Use gross profit.

Outsourced Development 97

Outsourced Development Customer Lifetime Value Churn Forecasting 97

SaaStr

DECEMBER 1, 2023

But for a non-sales or marketing product, a tech or development product, or products that are more complicated than the last sale are likely to implode because they can’t learn it on the fly. It’s not all about process, joining calls, talking about contracts, and giving a bigger discount. But they might want to stick with SMB.

Sales Hiring 162

Sales Hiring Sales Recruiting Sales Interviewing 162