SaaStr

JULY 26, 2022

So in theory, SMB SaaS is better than enterprise, at least 9 times out of 10: Deals close much faster. But beyond all the other Pros and Cons of SMB vs enterprise, there’s one looming issue with SMB SaaS: Churn. SMBs go out of business, and quickly. SMBs pay monthly, and often scrutinize every expense.

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SMB Churn Payment Services SaaS 363

SaaStr

SEPTEMBER 19, 2023

based SMB sales positions. Almost every SMB SaaS company I work with has moved most of its sales team outside the U.S. Almost every SMB SaaS company I work with has moved most of its sales team outside the U.S. These all sprung up as more cost-effective centers of excellence for SMB and even some mid-market sales reps.

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SaaStr

JANUARY 19, 2025

We’ll hear from the CRO of $3B Clio (legal SaaS), the CEO and CRO of Flock Safety (police and safety SaaS), and dozens of others on how to scale their vertical SaaS industries and platforms. The post The Best of Scaling Vertical SaaS: 3 Deep Dives with The CROs of Slice, Owner and Mangomint appeared first on SaaStr.

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SaaStr

JANUARY 9, 2025

Many that are self-serve and SMB-focused can start off without a sales team … for a while. But it scaled one up as part of its Enterprise product and platform. Dear SaaStr: What Are Some Successful SaaS Leaders Without Sales Teams? But almost none stay without a sales team … forever. Hybrid models can be great.

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Scale Sales Hiring Sales Headcount 274

SaaStr

DECEMBER 14, 2022

Yamini Rangan, CEO at HubSpot, has many insights on how to serve SMB customers at scale. The Challenge of Digital Expansion for SMB. When the shift began in 2020, everyone wrote off SMBs as unprepared for the necessary changes that lie ahead. So how do you become the platform of choice for scaling companies?

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SaaStr

FEBRUARY 5, 2025

And when it IPO’d, it was still solidly an SMB solution. Leaning More into Free Even as it goes more enterprise, and see a decline in SMB / Commercial accounts, PagerDuty is still leaning in more on Free. We all used some sort of tool for website monitoring, but the O.G. As has PagerDuty. It’s efficient.

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SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? While this title is SMB-oriented, the advice applies to Mid-Market and Enterprise, too. Ways to scale that don’t include rampant inefficiency and burn. Nail down one small niche of a market before you hit the gas to scale. Kyle made this mistake in his first startup.

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Scale SMB Sales Hiring Sales 301

SaaStr

APRIL 2, 2025

Today it’s at: $800m ARR Growing 22% 20% Free Cash Flow Margins Modest re-acceleration in revenue growth and new customer count — but not NRR Roots are SMB, but 60% of ARR comes from mid-market and enterprise today And a $4B market cap, so 5x ARR Freshworks is getting a bit of a second wind, which is great to see!

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SaaStr

JANUARY 3, 2025

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. ” Key Takeaways Executive hiring remains one of the hardest challenges in scaling a SaaS business.

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SaaStr

JANUARY 21, 2022

You might feel confused about where to begin, how to scale up, which mistakes you should avoid, and things you should consider before expanding. Now, let’s look at ten learnings that Dorian gathered while scaling Grammarly from a Consumer to an Enterprise brand with B2B offerings. Enter your email below for the latest SaaStr updates.

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Scale SMB Enterprise Sales Hiring 246

SaaStr

AUGUST 21, 2023

So SaaStr itself is a little funky — we only have 9 team members but a fair amount of scale in terms of reach, revenue, and in some cases, software utilization. So we reached out to the leading SMB vendor. 5x more for the SMB vendor! $50k But the SMB vendor is pushing hard to monetize its biggest SMBs the most.

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SaaStr

APRIL 1, 2023

How To Capture This Global SMBTech Opportunity There is massive market opportunity to sell to SMB businesses. Efficient Go To Market There are a lot of ways to GTM as an SMB. With SMB, you want hundreds or thousands of little merchants to pay you every month. Nail an efficient SMB motion before trying to move upmarket.

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Scale SMB Merchant Services Payment Methods 245

SaaStr

FEBRUARY 20, 2022

SaaStr 527: Acquiring 10,000 SMB Customers Solely from Data with Gorgias CEO Romain Lapeyre. SaaStr 525: Marketing Hyper-Growth at Scale with Klaviyo Head of Marketing Kady Srinivasan. The 4 V’s of Sales: Volume, Value, and Velocity with Waze Head of SMB Sales Fernando Belfort and Head of Sales Enablement Kendra Wrightson.

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SMB Scale Marketing Sales 283

SaaStr

JANUARY 8, 2025

The SMB sales team was incentivized purely on logo acquisition rather than revenue. For scaling SaaS companies looking to optimize their go-to-market motion, these three areas provide a solid framework for identifying and capturing growth opportunities. There were no incentives on revenue whatsoever, just a volume-based incentive plan.

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Revenue Scale Sales Hiring Compensation 293

SaaStr

NOVEMBER 22, 2020

Prashanth Chandrasekar, CEO @ Stack Overflow recently shared with our community the four key pillars he feels are necessary to propel a company to scale upward. Is your product sound, and does it solve a big problem for customers, enough for you to scale? The four key pillars he lays out are: Product market fit & expansion.

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Scale Scaling Technical Review Systems Review 322

SaaStr

FEBRUARY 28, 2023

While Zoom Enterprise is growing at a healthy clip, churn is over 3% a month for its SMB customers As a result, it’s now predicting 1% growth next year 1% pic.twitter.com/i2k2W9QbVX — Jason Be Kind Lemkin  (@jasonlk) February 27, 2023 So Zoom has just been the craziest story of all time in SaaS. It probably couldn’t last.

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SMB Churn Enterprise Engineering 273

SaaStr

JANUARY 23, 2025

If both succeed, you’re ready to scale. Start Planning for Enterprise Earlier Than You Think The biggest mistake SaaS companies make? Waiting too long to start their enterprise planning. Land One Strategic Enterprise Logo Early You don’t need to wait until you have every enterprise feature to land your first major logo.

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SaaStr

DECEMBER 15, 2021

SaaStr Scale 2021 is starting soon. 7:00 AM (50 MINS) – Acquiring SMB 10,000 Customers Solely from Data with Gorgias’ CEO Romain Lapeyre. 8:00 AM (50 MIN) – The Secrets to Building Your Marketing Engine To Drive Scale with Airtable CMO Archana Agrawal. The post SaaStr Scale: Live, TODAY! LIVE TODAY!

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SaaStr

FEBRUARY 12, 2022

Scaling a business is difficult, and scaling a SaaS business can be even more of a challenge. Gorgias CEO Romain Lapeyre has successfully scaled the Gorgias SMB customer base from 1,000 to 10,000 by relying on data. Scale What Works. Once you have created your map, you’re ready to think about scaling.

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SMB Scale Data Scaling 246

FastSpring

FEBRUARY 6, 2025

In this episode, we’re going to be talking about how SMB digital brands can win the best talent Joining us for that conversation is someone who knows quite a bit about that. The post How SMB Digital Brands Can Win the Best Talent appeared first on FastSpring. I’d like to welcome Lizzie Mintus.

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SMB Sales Recruiting Branding Sales Hiring 107

SaaStr

AUGUST 29, 2022

SMB SaaS has a lot going for it: – Millions of them – Short sales cycles – Easier compete. But, it's often hard to get to $100m ARR selling just to SMBs. sell just to SMBs pic.twitter.com/Po1I2aMaBK. So many VCs and others have gotten more and more excited about SMB SaaS. Millions and millions more.

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SaaS Payments Scale SMB PayPal 346

SaaStr

JANUARY 7, 2021

Zendesk’s Sharon Prosser, VP Worldwide SMB Sales & XDR, and Astha Malik, VP GTM Strategy, Planning, and Enablement share some guiding principles about how their company has grown and enriched many markets. The post The Secret Sauce to Scaling to $1B with Zendesk appeared first on SaaStr. The X-Factors. Invest “BIG” in people.

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Scale Scaling Sales Hiring SMB 278

SaaStr

FEBRUARY 1, 2022

And that challenge some of your assumptions on how to scale. This is trending to 50/50 now that Asana has crossed $400m in ARR, but still a reminder a self-serve motion combined with sales jumping on the bigger deals can scale very, very far. Toast’s SMB NRR is 114% today — but it took 4 full years just to get to 100%.

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Scale SMB SaaS Scaling 363

SaaStr

DECEMBER 22, 2023

At the SaaStr Annual, Kiren Sekar, Samsara’s Chief Strategy Officer and founding chief Product Officer shared five lessons he learned along the way from scaling six products to $100M+. Lesson 1 — The Magic “Scale or Pivot” Metric With so many different SaaS metrics out there, which metric can really steer a business?

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Scale Scaling Strategy Sales Hiring 306

SaaStr

NOVEMBER 27, 2024

How Much Time Should a CEO Be Involved With Customers When you have a high-velocity SMB motion that’s still sales-driven, how much time should the CEO spend in sales and with customers? When you build a high-velocity sales motion, you must find systems to scale it. And the more products they buy, the higher the NRR.

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SaaS Payments Payments Payment Solutions Payment Services 257

SaaStr

AUGUST 30, 2021

Started 10 years ago as “Freshdesk” and a low-end / SMB helpdesk to rival Zendesk, Freshworks has since expanded its product footprint across IT management (Freshservice) and CRM (Freshsales) to a stunnning 49% growth rate at $350m in ARR. Going a smidge upmarket is key to Freshworks’ putting up the big numbers at scale.

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Scale SMB Scaling Subscription 361

SaaStr

NOVEMBER 16, 2021

We’re getting excited for the third annual SaaStr Scale on December 15. It’s all digital, and all free. appeared first on SaaStr.

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Scale Scaling SMB Revenue 261

SaaStr

JULY 27, 2022

If a SaaS business hopes to win over the SMB market successfully, it will need a precise GTM approach. Founded in 2015, PayFit is a software company that empowers entrepreneurs and SMBs to digitize payroll and HR processes. Without an autonomous-first approach, you will miss out on many SMBs.

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SMB Sales Hiring Scale B2C 244

SaaStr

JUNE 7, 2021

And as startups scale, many try to automate away support and success for the smaller accounts. If your SMB product requires or has a salesperson involved in closing, that’s a clear sign you also want a human being involved in making sure that customer is a success post-sale, too. The post Do SMBs Need Customer Success?

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Customer Success Scale SMB Sales 353

SaaStr

DECEMBER 1, 2021

With two weeks left to go until SaaStr Scale 2021, we’re looking at an incredible speaker line-up this year. Tickets to Scale are free, so be sure to sign up to join us live on December 15th! SaaStr Scale is dedicated to bringing you the playbooks for scaling to $100M and beyond. Mark Wayland, CRO @ Box.

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Scale Scaling SMB compliance 278

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.

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Scale Scaling Point of Sale SaaS 277

SaaStr

JUNE 7, 2023

Scaling a tech startup doesn’t come easy, and when you’ve tried all the conventional SaaS advice, it might be tempting to give up. It has now secured over $67M in funding and offers a robust platform for mid-market and SMB segments. But before the years of rapid scaling, it took the company a little while to hit its stride.

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Scale Scaling SMB Marketing 246

SaaStr

JANUARY 16, 2023

To convert an idea into a successful venture, startups need to be equipped to scale. Mike Wiacek, CEO at Stairwell, Mo Jebrini, CTO at Mashvisor, and Michael Ermolenko, CTO at Inworld.ai, discuss with Helene Ambiana, Global SMB and Startups Marketing Director at Google Cloud, how they overcame the hurdles of scaling and reached their goals.

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SaaStr

SEPTEMBER 9, 2021

Bill.com has become an SMB powerhouse, with 120,000+ customers and a stunning $25B+ market cap. It was much more than adding an API, especially at scale. But the accountant channel is high volume, SMB play. There are 6m SMBs that buy SaaS software. There are 6m customers out there just in SMB. But it paid off.

SaaS Payments 63

SaaS Payments Payments Payment Services Scale 63

SaaStr

APRIL 4, 2022

Weimer organizes her team at Podium by the seven pillars of revenue marketing: Marketing Operations: Marketing operations cover scaling of the campaign execution process, marketing tools, forecasting, attribution and reporting, and driving improvements to campaign quality metrics and infrastructure. .

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Scale Revenue Scaling Marketing 274

SaaStr

MAY 1, 2024

SMB Churn coming down, but still at SMB-Like Levels Zoom for years defied what we knew about SMB churn. It had 110%+ NRR from SMBs! But in the end, today, at scale, their small customers churn is at the same high rates as other “grab and go” SMB products. What a crazy story.

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SMB Scale Banking Enterprise 299

SaaStr

MAY 10, 2023

HubSpot’s operating margins have scaled into the double-digits the past two quarters for the first time. 23% Customer Count Growth Leads to 30% Revenue Growth, but NRR dips to 104% HubSpot is still very much SMB, especially the “M” of SMB. A reminder of just how important being multi-product is at scale.

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