SaaStr

MARCH 23, 2021

The average SMB SaaS company has $295k in revenue per employee, and $450k in the enterprise. This may be changing, but it’s interesting to see the data presented this way: #6. $5B An argument the top SaaS companies figure out how to grow their TAM … almost forever. An important metric we don’t look at often enough.

Investment 319

Investment SMB Acquisition Cloud 319

SaaStr

DECEMBER 25, 2022

SaaStr 617: SaaStr CRO Confidential Presents: Rippling VP of Sales Matt Plank on How to Ramp Up Sales in the Early Days. SaaStr 616: Secrets to SMB at Scale with Hubspot CEO Yamini Rangan and SaaStr Founder & CEO Jason Lemkin. . Secrets to SMB at Scale with HubSpot CEO Yamini Rangan and SaaStr CEO Jason Lemkin.

Scale 262

Scale Venture Capital SMB Scaling 262

Tom Tunguz

FEBRUARY 6, 2019

At Saastr yesterday, I presented the top 10 learnings from the Redpoint Free Trial Survey that we distributed in October. In the SMB, month to month is more common. The data suggests it’s worth testing payment requirement for mid-market and SMB price points. Top 10 Learning about Free Trials from Tomasz Tunguz.

Payment Services 279

Payment Services SaaS Payments SMB Benchmarks 279

SaaStr

APRIL 10, 2023

Others may seek to corner the SMB market. Zendesk knew that they could risk selling to startups like any other SMB, so that was the problem they set out to solve. Durham says, “We are judging ourselves in how we treat startups differently from an average SMB. However, what many businesses may overlook is the startup segment.

Startup 276

Startup Scale SMB Venture Capital 276

SaaStr

MARCH 22, 2024

After switching to SaaS, she started as an SMB sales leader with no prior management or SMB sales experience. AI can help a team understand what’s happening, customer sentiment about a product, the market they’re going after, and present billions of data points through actionable insights.

Scale 306

Scale Underperforming Technical Team SMB Finance 306

SaaStr

NOVEMBER 16, 2021

You can find the full slide deck from David’s presentation on Slideshare. Positions Needed: Enterprise AEs, Mid-Market & SMB AEs, SDRs, Sales Ops, Sales Engineer. Positions Needed: Enterprise CSM, Mid-Market & SMB CSM, Customer Support Reps, Implementation/Solutions Engineer. Head of Marketing. Director of CSM.

CTO Hire 291

CTO Hire Sales Hiring Sales Recruiting CTO 291

SaaStr

OCTOBER 25, 2023

Leveling Up PLG to Accelerate SMB Customers, Including More Attention to Onboarding I love seeing this, it can seem hard to invest heavily in small customers, but if you don’t especially invest in onboarding, that’s a big shame.

SMB 300

SMB AI Onboarding Cloud 300

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

Tom Tunguz

JANUARY 26, 2021

Management teams and VCs talk multiples in partner meeting presentations, term sheet negotiations, and board room conversations. After all, there’s not much difference between an SMB paying monthly and a consumer paying monthly. Ten years ago Startupland began to talk about valuing early and mid-stage startups on multiples.

SMB 279

SMB Startup Trends Payment Features 279

SaaStr

NOVEMBER 22, 2020

There are three main dimensions to expansion: Industry verticals such as healthcare or financial present an opportunity to effectively leverage your Go-to-Market strategy, i.e., distribution, bundling of products, etc. SMB to Enterprise, decide which you want to start with and toward which you want to move. Geographic regions.

Scale 326

Scale Scaling Technical Review Systems Review 326

SaaStr

MARCH 20, 2023

Case shares the playbook for the “messy middle” to prevent the very predictable problems you run into in the middle ground of the mid-market, that space between SMB and enterprise. The unit economics in the mid-market can be much more attractive than in SMB. Why The Mid-Market Is So Messy The mid-market is hard to define.

Scale 243

Scale Enterprise Scaling SMB 243

SaaStr

JANUARY 21, 2020

It’s an SMB SaaS company in the healthcare technology vertical. I’m not going to talk about dogs in today’s presentation. 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.

Sales Recruiting 332

Sales Recruiting Sales Hiring Scale Sales 332

SaaStr

JUNE 13, 2019

Can we get the slides on the presentation? And they were broken down roughly a third, a third, a third by targeting the SMB, the mid-market, and the enterprise. The way that we structure this presentation is top 10 learnings, so let’s jump right in. Ready to go? Contract length. What does this mean? And the answer is yes.

Scale 254

Scale Sales Hiring SMB Payment Services 254

SaaStr

NOVEMBER 21, 2022

This also happens sometimes when a top portfolio company goes through a big transition, say from SMB to Enterprise. Third, do not present a Delusional Plan. Fourth, do not present a We’ll Spend Our Way Out of a Hole Plan. These bridges are what VCs reserve for. Or expanding its TAM. You bridge those. Looks great!

Venture Capital 318

Venture Capital SMB Startup Investment 318

SaaStr

JULY 22, 2022

Uncharted territory stretches ahead, but the unknown can also present opportunities for growth and greatness. . 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?

B2C 290

B2C Scale Marketing Sales Hiring 290

SaaStr

OCTOBER 30, 2021

Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. My personal objective was simple, learn as much about SMB SaaS as I could and move on to another company to continue learning.

Scale 291

Scale Sales Hiring Sales Underperforming Technical Team 291

SaaStr

OCTOBER 8, 2024

To win for SMBs, you need to own the whole operation stack for them to achieve the ROI they need. You Need to Own the Whole Operation In SMB Vertical SaaS For a pizza shop, it isn’t rocket science or that complex of a business, so you can chip away at jobs to be done and give them world-class solutions. People miss that in vertical.

Scale 283

Scale Scaling SaaS Point of Sale 283

SaaStr

MARCH 17, 2021

Or for another example, let’s look back at the Algolia’s CSO presentation at SaaStr Europa. Because the sales cycles are so much faster with SMBs, you just learn faster. They almost always came up through SMB / corporate sales. That’s from being the first salesperson. A lot faster.

Sales Hiring 313

Sales Hiring Sales Recruiting Scale SMB 313

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. Special Offers (So) The final element is the special offer.

Enterprise 298

Enterprise B2B Scale SMB 298

SaaStr

JULY 13, 2023

Being very careful here is especially critical with SMB SaaS, where the ACVs are lower. Monday’s investors struggled to understand the unit economics for small ACV deals until they iterated how they presented cohort analyses more clearly. Monday has been very rigorous about its market spend since Day 1.

SMB 243

SMB Scaling B2B Metrics 243

SaaStr

JANUARY 12, 2022

Another top mistake SMB folks make trying to sell enterprise. 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. If your team is sending over generic proposals and generic presentations, slow things down and make a change here.

CTO Hire 328

CTO Hire Sales Hiring New CTO CTO 328

SaaStr

FEBRUARY 14, 2023

When the overall interest rate is higher, you need to discount those future cash flows to the present to understand the value of the company today. But now, achieving all 5 metrics that Bartos presents will attract capital to get fair valuations for your business. For SMB-facing companies, over 110% should be your goal.

Metrics 264

Metrics Marketing SaaS SMB 264

Sales Hacker

AUGUST 7, 2020

When it comes time to book a speaker for your next panel, presentation, or podcast there’s a lot to consider. Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. Senior Vice President, Sales SMB. Sales Manager, SMB New Business Acquisition.

VP of Engineering 131

VP of Engineering Sales Recruiting Sales Hiring Payment Services 131

SaaStr

JULY 24, 2024

The worst is when a VP comes to a board or team meeting, and the quarter or month’s execution is nothing like what they presented. Another issue is when a CEO doesn’t know what to do, especially in a high-churn model like SMB. So many folks get caught in the trap of making stuff up or lying to cover up issues.

Sales Hiring 307

Sales Hiring Startup Scale SMB 307

SaaStr

DECEMBER 18, 2022

SaaStr 616: Secrets to SMB at Scale with Hubspot CEO Yamini Rangan and SaaStr Founder & CEO Jason Lemkin. . SaaStr 617: SaaStr CRO Confidential Presents: Rippling VP of Sales Matt Plank on How to Ramp Up Sales in the Early Days. SaaStr 614: CRO Confidential Presents: Gong SVP of Sales Jameson Yung on Creating a Category.

Scale 148

Scale Venture Capital SMB Forecasting 148

Clouded Judgement

JUNE 19, 2024

You’ll also start to see the beginning of data that suggests the environment got harder as the year progressed (April quarter end companies presenting worse data) Historically, the median beat of consensus estimates is closer to ~4%. I consider >120% best in class for companies selling to SMBs (like Bill.com).

Cloud 318

Cloud GCP(Google Cloud Platform) Software Azure 318

Nimble - Sales

MARCH 11, 2020

Attending a marketing conference is a great opportunity to network, present your ideas and work to others, learn about up-and-coming technology trends in the industry, meet new potential clients, and expand your knowledge. The post The Ultimate Guide to SMB Conferences of 2020 appeared first on Nimble Blog. There is […].

SMB 71

SMB Trends Technology Marketing 71

SaaStr

DECEMBER 21, 2022

Don’t get stuck in the here and now—balance forward-looking strategy with present execution to build a strong foundation. It takes a lot of intentional investment to scale with enterprise customers in addition to self-serve or SMB markets. Business leaders must always know what the next milestone is to move forward.

Scale 245

Scale Enterprise Scaling Management 245

Tom Tunguz

OCTOBER 21, 2017

Segmentation - focus on SMB, Mid-Market, or Enterprise, to play where competition isn’t present. This rivalry causes four major responses: Verticalization - compete with a horizontal player by picking one customer segment and building a product better suited to them. Trades market size for better product market fit.

Venture Capital 189

Venture Capital SaaS Artificial Intelligence Machine Learning 189

SaaStr

OCTOBER 6, 2019

Why SMB and Enterprise Sales Have Nothing In Common | SaaStr. Pitch, a presentation startup from Wunderlist’s founders, raises $30M more to take on PowerPoint – TechCrunch. One benefit from Cloud Daily is our community speaks and upvotes their top stories of the week. views · 58 upvotes. views · 6 upvotes. 3k views · 5 upvotes.

Cloud 168

Cloud Banking SMB Startup 168

SaaStr

DECEMBER 12, 2023

If you’re an SMB, sometimes you only have one person to talk to, maybe the Founder and/ or CEO. Step 2: Define Your Buyer’s Journey You potentially have several buyers or roles within the buyer’s journey, and the template above defines who the buyer is and what their role in the journey is.

Forecasting 299

Forecasting Point of Sale Technical Review SMB 299

Payrix

JANUARY 28, 2025

This shift presents opportunities for innovative companies to leverage changes for growth. That could be brand, that could be how the SMB interacts with the consumer. He highlighted three pivotal trends for 2025: Regulatory shifts : As the U.S. And I’m not sure that’s going to be an option, whether or not you go there.

Payments 130

Payments Payment Solutions Merchant Services Payment Methods 130

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]. Jason : Awesome.

Part-Time VPE 297

Part-Time VPE Technical Cofounder CTO Hire New CTO 297

Intercom, Inc.

FEBRUARY 13, 2018

If your sales team is broken up between SMB, Mid-Market and Enterprise, you might want to include one rep from each segment. Does 90% of your revenue come from SMBs? Now that everyone’s present, it’s time to foster a purposeful discussion. As with any cross-functional meeting, you risk having too many cooks in the kitchen.

Scale 192

Scale Sales SMB Data 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. It presents a new class of fare management based on SaaS and using Big Data. Founded : 2013.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

SaaStr

SEPTEMBER 7, 2019

Or add an SMB team. . Before they sign the offer letter, have them put together a First 60 Days Plan and present to your entire senior team. Anyone that doesn’t want to add new skills won’t work out in a startup < 200 employees or so. A VP of Sales that has only done inbound? Or build a field team.

Sales Hiring 196

Sales Hiring Sales Recruiting Scale SMB 196

SaaStr

JANUARY 24, 2024

How should you handle presenting challenges to your C-suite team when you’ve just joined the company? Scaling Enterprise vs. Mid-Market Sales: Key Takeaways from Calendly It’s a common blueprint to start with SMB and mid-market accounts as your ideal customers. Can you start and stop a PLG motion? How do you diagnose and solve churn?

Scale 279

Scale Sales Hiring Scaling Revenue 279