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. Develop capital-efficient strategies that drive value. Balanced Growth Drivers.

Scale 261

Scale SMB Scaling Innovation 261

SaaStr

APRIL 14, 2025

From seasoned founders to rising stars, every session is handpicked to deliver actionable insights and real-world strategies to help you scale faster. Whether youre looking for a co-founder, a mentor, or your next big customer, youll find them here.

VP of Engineering 204

VP of Engineering CTO Coach VPCs (Virtual Private Cloud) Scale 204

SaaStr

JANUARY 8, 2025

Checkr’s go-to-market strategy was already well-established when Lindsay joined in 2022. The SMB sales team was incentivized purely on logo acquisition rather than revenue. Whereas in usage-based you have to be laser-focused on making sure that your customers are going live, adopting, and using the product as intended.”

Revenue 293

Revenue Scale Sales Hiring Compensation 293

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. One thing is for certain. This takes time to build.

Scale 245

Scale SMB Merchant Services Payment Methods 245

SaaStr

DECEMBER 1, 2021

Look for signs of churn and have a strategy in place to fight the trend. The post The State of Software Buying: From SMB to Enterprise with G2’s CMO appeared first on SaaStr. Many marketing departments get too focused on customer acquisition but forget to market to the customers they already have. . Focus on your NRR > ARR.

Software Review 284

Software Review SMB Enterprise Software 284

SaaStr

FEBRUARY 12, 2022

Gorgias CEO Romain Lapeyre has successfully scaled the Gorgias SMB customer base from 1,000 to 10,000 by relying on data. Lapeyre believes that you should consider your strategy as a growth engine. The post Acquiring 10,000 SMB Customers Solely from Data with Gorgias CEO Romain Lapeyre (Pod 527 + Video) appeared first on SaaStr.

SMB 246

SMB Scale Data Scaling 246

SaaStr

JANUARY 21, 2022

Dorian Stone , Head of Organizations Revenue at Grammarly, is here to share lessons from his experience of scaling the company from consumer to SMB to Enterprise to help you steer your expansion efforts in the right direction. The admin, influential decision-makers, and consumer sales reps can be the same people in a Consumer or SMB setting.

Scale 246

Scale SMB Enterprise Sales Hiring 246

SaaStr

APRIL 30, 2025

Net Dollar Retention >110% and GDR of >95%: The Power of Being a True Operating System ServiceTitans NRR consistently exceeds 110%, even with SMB-heavy customers. While ServiceTitan started as an SMB-focused platform, theyve steadily moved upmarket. Just above non-GAAP break-even (3% non-GAAP margins) 110% NRR and 95% GRR $10.5B

Payments 144

Payments Payment Services SaaS Payments Payment Solutions 144

SaaStr

APRIL 29, 2025

Real strategies from the leaders actually building nine-figure ARR businesses. 250+ speakers. 12,000+ SaaS leaders. 100B+ in market cap. 250+ speakers. 12,000+ SaaS leaders. 100B+ in market cap. 250+ speakers. 12,000+ SaaS leaders. 100B+ in market cap. The revenue-generating event that matters. Not vaporware. Click here to join us!!

AI Search 162

AI Search AI New CTO Scale 162

SaaStr

JUNE 7, 2021

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. Just assign a certain amount of ARR per each SMB customer success manager. Support has to handle a lot of routine SMB issues anyways.

Customer Success 353

Customer Success Scale SMB Sales 353

SaaStr

DECEMBER 22, 2023

For any Cloud and SaaS Founders or execs seeking practical strategies and inspiration to stay ahead of the curve, this session’s for you. 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+.

Scale 306

Scale Scaling Strategy Sales Hiring 306

SaaStr

JULY 11, 2023

How do you win with a high-velocity sales strategy in a fast-moving, competitive market? So many teams are hiring SDR/BDR teams, and it’s really tough to make that work in SMB sales. The post 10 Learnings on High-Velocity Sales to SMB with Gorgias CEO and VP of Sales appeared first on SaaStr. Who is the likely and ideal buyer?

Sales Hiring 200

Sales Hiring SMB Sales Recruiting Payment Methods 200

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. Another way to see how critical a multi-product strategy often is at scale.

Scale 361

Scale SMB Scaling Payment Features 361

Tom Tunguz

FEBRUARY 20, 2023

Do public software companies with largely enterprise customer bases benefit from superior growth to their peers with mid-market or SMB focuses? SMB businesses benefited from a post-Covid surge when the US re-opened - a phenomenon that seems to abate with time. But no one is immune. Something to consider for 2023 planning.

SMB 311

SMB Enterprise Software Strategy 311

SaaStr

JULY 31, 2022

The Challenge with SMB SaaS: High Growth Can Only Mask High Churn For Just So Long. SMB SaaS has a lot going for it, but one big existential challenge — inherent churn. The profitable growth strategy every marketer needs to understand with the CMOs of Box, Salesforce & Attentive. It’s not as fun anymore.

New CTO 300

New CTO CTO SMB Venture Capital 300

SaaStr

DECEMBER 21, 2020

With relatively slow growth, the strategy here seems to be less about getting you to convert to paid fast, than maximizing the price you do pay. This is a classic strategy for a very mature company, and for most start-ups, there may not be as much to learn here. Boy, the Dropbox pricing page has changed a lot.

Pricing 317

Pricing Scale SMB SaaS 317

SaaStr

JULY 22, 2021

1000 partners are key to their GTM strategy. We’ve seen this with sales-drive SMB and SME leaders like Xero as well. If you are selling to SMBs, you have to be very efficient. Enterprise is $71k ACV on average, Mid-market is $36k, SMB is $23k, and small customers are $14k ACV. Good but not great for a $40k deal. #2.

Scale 332

Scale SMB compliance Churn 332

SaaStr

APRIL 4, 2023

If you don’t want your company defeated by change, you need to adapt your Go-To-Market strategy at every stage of growth. And your CAC target defines your GTM strategy. When It’s Time To Readjust Your GTM Strategy You know you have a GTM fit when there is a clear sales model and a repeatable Go-To-Market playbook.

Scale 246

Scale Scaling Strategy Outbound Sales Team 246

SaaStr

NOVEMBER 12, 2020

Differentiating between Small and Medium Businesses (SMB) and Enterprise, or larger companies, is vital. You’ll need to find and hire different types of sales reps, specifically to sell into the Enterprise since enterprise sales are more challenging and typically take longer than selling into an SMB. 3 – Sustain.

Scale 293

Scale SMB Sales Hiring Enterprise readiness 293

SaaStr

APRIL 10, 2023

Others may seek to corner the SMB market. In this SaaStr Annual session, Zendesk’s VP of Startups, Kristen Durham, shares insights into selling to startups and lessons to build your strategy. Zendesk knew that they could risk selling to startups like any other SMB, so that was the problem they set out to solve.

Startup 271

Startup Scale SMB Venture Capital 271

SaaStr

JULY 1, 2024

It could be a 6-month, 12-month, or multi-year venture, so you want the cash to invest in an upmarket strategy properly. 1: Build a Demand Gen Strategy The first thing you want to think about is building or rebuilding a demand strategy. You want to think a couple of quarters out to really build this strategy.

Sales Hiring 300

Sales Hiring Scale SMB compliance 300

SaaStr

DECEMBER 15, 2021

7:00 AM (50 MINS) – Acquiring SMB 10,000 Customers Solely from Data with Gorgias’ CEO Romain Lapeyre. 8:30 AM (20 MIN) – The Key to Turning Sales and Marketing Strategy into Successful Execution with Highspot’s VP of Revenue Strategy Haley Katsman. All times are in Pacific Time. 7:00-8:00 AM PT.

Scale 273

Scale VP of Engineering Scaling SMB 273

Tom Tunguz

APRIL 24, 2017

After last week’s post, Is There a No Man’s Land in SaaS ACVs , a founder asked me to highlight some of the go to market strategies in different segments. The critical observation from this story is that each company matched its product and go to market strategy and stuck to it. Thanks for the inspiration, Abhinav!

Sales Hiring 186

Sales Hiring Strategy Venture Capital Marketing 186

SaaStr

SEPTEMBER 22, 2022

Mailchimp has always garnered attention and interest with its off-the-wall, standout branding strategy. As successful as Mailchimp was and continues to be with the SMB target, they realized they needed to adjust their strategy for their customers as their business grew. The Brand, the Breaking Point, and the Bootstrapping.

SMB 256

SMB Entertainment Acquisition Branding 256

SaaStr

DECEMBER 19, 2021

Shifting to the Next Gear: Proven Strategies to Accelerate Growth with Intercom CEO Karen Peacock. The State of Software Buying From SMB to Enterprise with G2’s CMO, Amanda Malko. 3 Secrets CROs Need to Know Before Going to Market with Talend’s CRO Ann-Christel Graham.

SMB 58

SMB Enterprise Customer Success Software 58

SaaStr

AUGUST 6, 2022

The Challenge with SMB SaaS: High Growth Can Only Mask High Churn For Just So Long. SaaStr 576: 7 Secrets to a Successful SMB Go-To-Market Strategy with PayFit Co-Founder and CEO Firmin Zocchetto and Accel Partner Philippe Botteri. Is Every SaaS Startup Worth Half of What It Was Last Year? Top Podcasts This Week: 1.

SMB 273

SMB Startup Scaling Churn 273

SaaStr

JANUARY 23, 2021

We’ve seen a lot of leaders with tons of SMB customers and a smaller number of $100k+ deals, but Cloudflare is perhaps the most extreme here. With Twilio and Zendesk, the average customer size has stayed constant, as SMB growth has kept up with enterprise. Here are 5 Interesting Learnings: #1. Second, drive up deal sizes.

Scale 313

Scale SMB Cloud Enterprise 313

SaaStr

MARCH 25, 2021

Having said that, the average ACV here is $14,615 … so that’s at the high end of a traditional SMB spend, which probably accounts for the high NRR. While Shopify and BigCommerce pricing isn’t identical in the end, their SMB / published pricing is almost identical. More on that strategy here.

Outsourcing Services 289

Outsourcing Services Payments Merchant Services SaaS Payments 289

SaaStr

APRIL 9, 2023

SaaStr 648: CRO Confidential: Cherishma Shah, Senior Vice President; Go To Market Strategy, Operations & Enablement at Guild Education  2. SaaStr 647: Scaling The Top SMB SaaS Companies: What It Takes with GGV Capital Managing Director Jeff Richards and GGV Capital Partner Tiffany Luck   3.

Scale 246

Scale SMB Generative AI Management 246

SaaStr

MAY 4, 2022

For SMB, it could be $20m-$30m in ARR. Freshworks is another interesting SMB example of going multi-product early. Its first major addition was FreshService — which is added as it approached 10,000 customers and about 4 years in business: So Freshworks was multi-product with SMBs at about 5,000 customers.

Scale 307

Scale SaaS SMB Scaling 307

SaaStr

NOVEMBER 6, 2021

Brendon’s point is you need to add to that strategy — it’s not enough anymore. Even in SMB and mid-market. My Top 10 Learnings below: The classic high volume cadence-based outbound playbook is declining in effectiveness — but you still need to run it. This was a great insight. It still works.

Scale 341

Scale Sales Hiring Sales SMB 341

SaaStr

OCTOBER 26, 2023

A Multi-Segment Strategy You have to be intentional in your strategy to solve for the long tail. In a year like this, SMB is doing worse, with a lot more churn and startups going out of business. But in other years, SMBs are jumping in the boat, so you get amazing growth long-term with a multi-segment strategy.

Sales Hiring 281

Sales Hiring AI SMB Scale 281

SaaStr

SEPTEMBER 15, 2023

Big Bet #4: Go After Bigger Fish — Overlay Field Motion Over Inbound People often assume inbound is all SMB, but one of the things Freshworks realized early on is that you can close larger deals with inbound. The average SMB customer would buy 4-5 seats of Freshdesk. Inbound isn’t just about SMB customers. The lesson?

Sales Hiring 284

Sales Hiring Scale SMB SaaS 284

SaaStr

NOVEMBER 16, 2021

The top sessions so far (click on them to register) are: #1 “How to Increase Revenue and Grow Your Customer Base by 10X Through the Power of Self-Serve and Direct Sales with Asana’s COO and Figma’s CCO” #2 “Product-led Growth: How to Execute Across the Full Funnel with Reprise’s VP of Marketing and VP of Sales” (..)

Scale 261

Scale Scaling SMB Revenue 261

SaaStr

JANUARY 23, 2021

We’ve seen a lot of leaders with tons of SMB customers and a smaller number of $100k+ deals, but Cloudflare is perhaps the most extreme here. With Twilio and Zendesk, the average customer size has stayed constant, as SMB growth has kept up with enterprise. Here are 5 Interesting Learnings: #1. Second, drive up deal sizes.

SMB 274

SMB Cloud Enterprise Scale 274

SaaStr

APRIL 24, 2022

BowtiedCocoon: Top SaaS SMB AEs have $125k OTEs. 10 Rules for Defining Churn with SVP of Customer Success & Retention at Solarwinds, Andrea Webb, and SVP of Commercial Strategy & Operations at ForgeRock, Tim Willey. Each week, we round up our most popular content so you can catch up on anything you may have missed.

Sales Hiring 293

Sales Hiring Revenue Scale SMB 293

SaaStr

DECEMBER 28, 2022

Probably the biggest career limiting move I see is: – CMOs challenging CEO on Marketing Strategy – VP Sales challenging CEO on How to Sell. And which tactics and strategies to prioritize to get there. You may be right. Bring up your objections, respectfully. Quietly do it your way as much as you can.

Scale 69

Scale Sales Hiring Growth Hacking SMB 69