SaaStr

NOVEMBER 22, 2020

Review your customer’s problem journey at pre and post current stages. Determine if your company is direct vs. indirect sales-led for tech alliances, channels, and Student Information Systems. SMB to Enterprise, decide which you want to start with and toward which you want to move. Market Fit. Geographic regions.

Scale 322

Scale Scaling Technical Review Systems Review 322

SaaStr

MARCH 31, 2019

This is most likely due to the fact that communications platforms are quite different in different countries. RingCentral has gone impressively upmarket from its earlier days as simply an inexpensive voice tree system for small businesses. Still, most SaaS companies start to go international to some extent by $10m in ARR or so.

Systems Review 259

Systems Review SMB Cloud Enterprise 259

SaaStr

DECEMBER 14, 2020

Churn is a good term for your SMB and freemium customers. Big Companies take months to train their employees on new processes and systems, and the last thing they want to do is re-train them every year. Go review the roadmap. And sometimes they’ll churn even just for a modestly better deal. Like Verizon. They Quit You.

Churn 362

Churn Sales Hiring Systems Review B2C 362

SaaStr

NOVEMBER 1, 2019

He founded four companies: Skok Systems, Corporate Software Europe, Watermark Software, and SilverStream Software and did one turnaround with Xionics. David’s successful exits as an investor at Matrix include HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan, and Enservio.

Technical Review 205

Technical Review Development Team Review Software Review Scale 205

Neil Patel

JANUARY 7, 2021

Having the right learning management system (LMS) software in place makes this task much more manageable for everyone involved. The right one, however, will let everyone focus on their work instead of fighting with a frustrating system. The Top 6 Options for LMS Software. Additionally, admins need to be able to pull reports quickly.

Systems Review 138

Systems Review Management Scale Education 138

SaaStr

NOVEMBER 28, 2022

Prakash Raina, Co-Founder of Subskribe, and Leslie Hui, VP of Accounting Operations and Finance Transformation at Okta, break down the secrets to unifying SaaS teams, processes, and systems. Before we get into the dynamics of alignment, let’s briefly review the evolution of SaaS. The evolution of SaaS business. Top Takeaways.

Scale 246

Scale Finance Sales Hiring Scaling 246

Stax

APRIL 3, 2025

Types of payment systems include hosted gateways, self-hosted gateways, and API-based payment systems. Here are the players and how they work together: Payment gateway – The customer-facing application connecting the eCommerce store to the payment processing system. But your business needs might change over time.

Payment Methods 88

Payment Methods Merchant Services Payment Solutions Payment Services 88

SaaStr

JANUARY 12, 2022

Another top mistake SMB folks make trying to sell enterprise. Because you’ll lose another, and/or not close enough key prospect, due to that gap. 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. Are we sure?

CTO Hire 325

CTO Hire Sales Hiring New CTO CTO 325

SaaStr

AUGUST 12, 2020

And, so we learned and adapted key elements of their system and incorporated it into this cadence. So, the first insight is that there’s two key systems in a startup. The first system is what I call the sales finance system. And, the second system is what I call the product marketing system.

Startup 293

Startup Software Review Scale Systems Review 293

SaaStr

DECEMBER 12, 2023

If you’re an SMB, sometimes you only have one person to talk to, maybe the Founder and/ or CEO. Some of the decision criteria for this ICP are: Whether it integrates with their POS system. Run film reviews to continue to optimize your playbooks and incorporate best practices. Otherwise, you’ll have a retention problem.

Forecasting 293

Forecasting Point of Sale Technical Review SMB 293

FastSpring

DECEMBER 7, 2023

In this episode of Growth Stage, Carl will dives into his experience running acquisitions of SMB software businesses, including: His thoughts on what makes a software company a good target for an acquisition by a brand. So as probably most listeners know, WordPress is a content management system for building websites.

Software Review 148

Software Review Technical Review Development Team Review Branding 148

Totango

JULY 8, 2021

To move away from this pattern, we suggest organizations put in place an early customer warning system that enables their customer success team focus on proactive customer retention. How to Build An Early Customer Warning System. To start building an early customer warning system, follow these three steps: 1.

Systems Review 66

Systems Review Underperforming Technical Team Payment Features Churn 66

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. Pipeline reviews often occur via telephone or Skype, sometimes at odd hours. Sales Support.

Scale 109

Scale Enterprise Sales Hiring Technical Review 109

Kellblog

FEBRUARY 13, 2022

For extra credit, our segment-specific ASP: SMB opportunities get valued at our SMB ASP of $25K and enterprise ones get valued at our enterprise ASP of $100K. ” [3] Arbitrarily zeroing-out certain stages due to poor pipeline discipline and despite their actual conversion rates is bad practice. Zero dollars.

Sales 139

Sales SMB Systems Review Forecasting 139

Payrix

JUNE 25, 2024

Understanding the hype around Embedded Finance The excitement around Embedded Finance is driven by several underlying dynamics in the SMB (small and medium-sized businesses) market. In recent years, SMBs have increasingly adopted vertical-specific software to run their businesses.

Payments 100

Payments Payment Solutions Finance Embedded Payments 100

Sales Hacker

FEBRUARY 12, 2021

More often than not, companies end up with overly complicated systems that actually add more friction and complexity to the company. HubSpot and Salesforce are top two enterprise CRM solutions, according to user ratings and reviews on G2, Capterra, and Software Advice. Enterprise CRM vs. SMB CRM. Total Reviews: 6,657.

Payment Solutions 118

Payment Solutions Enterprise Scale Payments 118

Neil Patel

DECEMBER 23, 2020

HubSpot CRM – Best free marketing CRM Really Simple Systems – Best free sales CRM Agile CRM – Best free customer service CRM Flowlu – Best for SMB finance Apptivo – Best for basic business management. For each review, I’ve bolded the limits that are likely to have the biggest impact.

Payment Solutions 139

Payment Solutions Software Review Software Payments 139

Sales Hacker

APRIL 1, 2021

A made-up role so companies can hire more people to tell sales how best to do their job.” — Jason Henson , Manager, SMB Sales Development at Lytx, Inc. . A dumpster fire at times.” — Ben Fuller , Director, Internal Systems at UnSolve. “A Revenue Optimization” — Keith Jones , Manager, GTM Systems at MURAL.

Sales Recruiting 124

Sales Recruiting Underperforming Technical Team Sales Hiring Scale 124

How To Buy Saas

FEBRUARY 25, 2025

Effective sales teams are also 81% more likely to be consistent CRM users , underscoring how vital these systems are for success. Rapid SMB adoption with 200K+ customers. Startups, SMBs, and mid-market; teams wanting all-in-one marketing + sales. When it comes to CRMs, two names often top the list: Salesforce and HubSpot.

Scale 52

Scale Underperforming Technical Team Technical Review Software Review 52

Andreessen Horowitz

APRIL 29, 2024

With the combination of diligence solutions (e.g., Next, let’s review some of the relevant concepts from negotiating your first facility that relate to funding mechanics. According to Setpoint, its product suite has materially improved the efficiency and error rate of processes related to collateral management and reporting reviews.

Payment Services 93

Payment Services Payment Solutions Development Team Review Outsourcing Services 93

Totango

APRIL 1, 2021

We understand that authentic ratings and reviews from real users are critical to helping customers evaluate and decide on purchasing a product, which is why awards like these are so valuable to us. G2 Top 50 honors software companies who have proven their commitment and value based on thousands of verified reviews. Testimonial Engine).

Leadership 84

Leadership Systems Review Software Review SMB 84

ChurnZero

FEBRUARY 11, 2022

With more and more executives wising up to the value of this customer function – whether due to the pandemic, the industry’s growing acceptance, or internal champions – customer success leaders must figure out how to make their C-suite’s heightened, and potentially fleeting, interest permanent. Set the agenda. Infuse your message with data.

Customer Success 98

Customer Success Systems Review Software Review Leadership 98

OPEXEngine

MAY 18, 2021

SaaS metrics are viewed differently at different stages of growth and for different sales models, primarily whether a company is selling into an SMB or enterprise marketplace. Given the level of M&A in 2020 and 2021, it is worth reviewing these metrics and understanding how they are viewed. .

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

Sales Hacker

APRIL 1, 2025

The exact playbook to move from SMB to enterpriseincluding partner enablement, segmentation, and incentive design. Prior to joining, seismic served as the President of Global Field Operations at Pega Systems. 85% of your customers being SMB and mid-market to at the end of that six years, it was 75%, uh, enterprise.

Scale 64

Scale VP of Engineering Outsourcing Services Enterprise 64

FastSpring

JUNE 11, 2024

He’s really well known for proper attribution models and putting value in commissions where value are due. One other touch point is a review. A review does add value and a review can help convince a customer to convert with you over another, same with comparisons. He’s an attribution animal.

Sales Recruiting 114

Sales Recruiting Software Review Payment Solutions SaaS Payments 114

Sales Hacker

JUNE 16, 2021

Sales bootcamp: host regular bootcamps through a learning management system, and not just for new hire onboarding. Learning management systems. Review your existing tech stack; these tools need to align with the goals of the business: CRM. SMB hurdle: buy-in. This is an investment in their potential. Not exactly.

Sales Enablement 122

Sales Enablement Scale Sales Hiring Technical Review 122

Sales Hacker

DECEMBER 15, 2020

At the end of the day, it is buyer diligence. One thing that we can definitely dive into as well is through the world of 2020 and COVID, the way that buyers are scrutinizing things are also changing and evolving , and we’re seeing higher forms of RFPs and diligence in sales cycles as well. It could be a security assessment.

Scale 115

Scale Technical Review Software Review Systems Review 115

ChurnZero

JUNE 11, 2021

Companies score customer health in many ways, including assigning points; implementing rankings such as A, B, C, or D; or using a color-coding system such as green, yellow, or red to indicate a scale of good, average, or poor health. Step 3: Review your customer health score data. Review your health scores.

Software Review 96

Software Review Systems Review Underperforming Technical Team Scale 96

Neil Patel

NOVEMBER 29, 2020

Forget about the requirements of a physical office space, infrastructure, or even a business phone system. It doesn’t take much to lose a lead or earn a 1-star review carved in digital stone on the internet. Interactive voice response (IVR) enables customers to use a phone system to access information from a connected database.

Payment Solutions 144

Payment Solutions Software Review Payment Methods Software 144

Sales Hacker

JANUARY 29, 2018

Modern Sales Organizations – Due to lower deal value (ACV), ongoing renewals are required to achieve the same profit. Due to the lower price, it also requires a higher volume of deals to attain a similar kind of growth. This may take >24 months. The MDR/SDR combo sets up 40-60 meetings for the AEs each month. .

Sales Recruiting 92

Sales Recruiting Scale Sales Hiring Sales 92

ChurnZero

OCTOBER 12, 2021

VAIRKKO’s onboarding program began as a scripted approach to teach each component of their system. The training also didn’t instill confidence in the user when they later logged in on their own to build out real systems for their organization. They also increased client retention among SMB subscriptions by 2%.

Healthcare 98

Healthcare Systems Review Scale Point of Sale 98

SaaStr

JULY 24, 2019

Final point about Talkdesk is that we started selling about five years ago in the SMB space. Then they are a resource that the CSMs can reach into for the mass of our accounts to be able to do any sort of ongoing technical projects like migrating to a new system. We are the largest young company to be shaking up that industry.

Retention 160

Retention VP of Engineering Sales Hiring Scale 160

Neil Patel

DECEMBER 5, 2020

Phoneburner – Best for Remote Teams VanillaSoft – Best for Outbound Sales Voicent Cloud – Best Standalone Auto Dialer Software Mojo – Best for SMB Sales RingCentral – Best for Compliance Kixie – Best for Local Presence. 4 – Mojo — Best For SMB Sales. Compliance.

Software Review 143

Software Review Software Scale compliance 143

Kellblog

APRIL 25, 2022

One of the first press releases I reviewed when I took over product marketing at Business Objects (long, long ago) bore this title: Business Objects Ranked #97 on the Software 100. The legal system will decide how Burger King fares against these claims. Telling the Truth in the Most Positive Possible Manner. Was that true ?

Technical Review 139

Technical Review Advertising Software Review Scale 139

Sales Hacker

MARCH 19, 2020

Today, the sophistication and mass availability of data intelligence software means just about any company can have a sophisticated system to do predictive sales analytics. . The third set of data requires the help of a good customer success measurement system. Their clientele does — on review sites, message boards, and social media.

Customer Success 107

Customer Success Machine Learning Artificial Intelligence Sales 107

Payrix

OCTOBER 1, 2024

As such, they have a responsibility to ensure that their systems are secure, not only for their own sake but also for the protection of their merchants and consumers. Small and medium-sized businesses (SMBs), which make up a large portion of the market, are particularly vulnerable. Just to put a bit of size and scale around it.

Payment Services 113

Payment Services Merchant Services Payments compliance 113

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. SMB and Mid-Market orgs don’t have an analytics department with data scientists, so the technology fills the gap. SMB products tend to have similarly less flexibility or customization capability.

SaaS Payments 68

SaaS Payments Sales Hiring Enterprise Payments 68