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The 250,000 Customer Club: How HubSpot and Monday.com Both Created SMB+ Empires

SaaStr

Both started SMB (Monday even more so), and Both have now gone more enterprise (Monday even more) But still with the vast majority of their customers SMB. Enterprise Expansion : While maintaining strong SMB growth, Monday.com has successfully moved upmarket.

SMB 268
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Scaling 6 Products to $100M+ ARR Each: Samsara’s CPO Kiren Sekar on Multi-Product Growth

SaaStr

Mid-Market Is The Perfect Laboratory For Both Product and Go-To-Market Development Most founders falsely view market segmentation as a binary choice between SMB and Enterprise. Yet they close in months, not years, with substantial ACVs ($20-70K+) that support full sales motions including SDRs, AEs, and CSMs.

Scale 263
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What Really Works When Hiring VPs and Executive Teams with HubSpot Co-Founder and Chairman Brian Halligan and SaaStr CEO and Founder Jason Lemkin

SaaStr

In sales, t he more SMB you are, the more you should lean on your bench. With SMBs in particular, internal promotions can work better due to more “at-bats” and learning opportunities on the front lines. .’ They had to present their business to me and show me their website. Lean into self-motivated talent.

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5 Great Marketing Sessions From SaaStr Annual 2021 with CMOs of Datadog, G2, Blackline, Marqeta and Dave Kellogg

SaaStr

Marketing SaaStr Session #1: “The State of Software Buying: From SMB to Enterprise with G2’s CMO”. Presented By: Amanda Malko – CMO – G2 – @amandamalko. Presented By: Alex Rosemblat – CMO – Datadog – @alexrosemblat. Presented By: Dave Kellogg – @Kellblog. Video: HE RE.

Scale 358
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5 Interesting Learnings from Toast at Almost $800,000,000 in ARR

SaaStr

I’ve never seen a presentation like this before in a public company, but it’s interesting to see. SMB sales (most of Toast) is very tough to do without a highly efficient and effective sales force. . #4. Many SMB leaders have to get very, very good at outbound because of the limited deal sizes.

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5 Interesting Learnings from PagerDuty at $250,000,000 in ARR

SaaStr

It’s also an interesting contact to Zoom , Zendesk and Slack , which recently have seen enterprise and SMB growth be about equal post-Covid. #2. This is top-tier NRR for a product with many SMB customers. 95% renewal rate, even with 10,000+ SMBs. NRR is up after going more enterprise, but not as much as you might think.

SMB 331
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5 Interesting Learnings From Wix at $1 Billion+ in ARR

SaaStr

While Wix’s actual churn is a bit unclear, this is a super interesting presentation of CLTV. Efficient at SMB marketing — an ~8 month CAC. We saw in this series other SMB leaders like GoDaddy and Xero need to get well into Year 2 to go profitable on a new customer, but Wix gets there in just 7-9 months.