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

Sales Hacker

NOVEMBER 9, 2020

Having the right technology in place is often the difference between success and failure, and this is even more true for startups and SMB, where you have a small team and limited resources. This isn’t the only effect WFH has had on the sales tech market, though. Get started on equipping your sales team for success today.

Technical Review 133

Technical Review Scale Trends Startup 133

SaaStr

JULY 22, 2022

When asked about the current market pulse, Franklin said that customers have been exhibiting higher signs of anxiety due to inflation, supply chain disruptions, and labor shortages. Decision-makers are looking to technology to help curb any future headwinds by automating more processes, driving growth, and boosting overall efficiency. .

B2C 283

B2C Scale Marketing Sales Hiring 283

SaaStr

MAY 25, 2020

In my experience prospects will pay a higher price upfront if all is included – save upsells for unreleased product” — Michael Menke, Built Technology. “Enterprise: build an agreed upon project plan with your buyer and review it together every week until signature. . And take credit cards.

Sales Hiring 343

Sales Hiring Sales Outsourced Development Technical Review 343

Sales Hacker

FEBRUARY 14, 2022

They sit around a table and share actionable insights about their company’s transition from SMB to enterprise sales. . There’s one nightmare scenario every company wants to avoid when they make the transition from SMB to Enterprise. Pivoted away from having CSMs for SMB, replacing it with a support team to close tickets faster.

SMB 108

SMB Enterprise Scale Outbound Sales Team 108

SaaStr

NOVEMBER 28, 2022

Before we get into the dynamics of alignment, let’s briefly review the evolution of SaaS. This may look like moving from a mid-market business to an SMB, and eventually to an enterprise. As SaaS businesses expand, we are seeing more technology, business acquisitions, and inorganic growth. The evolution of SaaS business.

Scale 246

Scale Finance Sales Hiring Scaling 246

SaaStr

JUNE 3, 2020

Just last month, we had over five million SaaS and software buyers, coming to G2, to find trusted SaaS solutions, and what those software buyers are looking at on G2, are trusted peer reviews. And what we’re seeing is that businesses are really scrutinizing their existing technology stack.

Software Review 254

Software Review Scale Technical Review SaaS 254

FastSpring

DECEMBER 7, 2023

Each company brings different combinations of technology, teams, customer bases, and more to the negotiating table — any one of which could be a huge motivator for WP Engine to want to partner with them. So what this means is I touch both mergers and acquisitions, and integrated technology partners.

Software Review 148

Software Review Technical Review Development Team Review Branding 148

SaaStr

MARCH 7, 2021

This is also one of the least expensive (in terms of hard costs) things you can due to help the company scale in this phase, and beyond. That has done it before, and truly understands how enterprises think about security, data, protection, code reviews, encryption, key stores, release management, etc. Field vs. mid-market vs SMB early.

Part-Time VPE 293

Part-Time VPE Sales Recruiting Sales Hiring Scale 293

Stax

APRIL 3, 2025

Payment processor – Handles the technical aspects of the payment. Integration capabilities Since you probably have other tools in your tech stack, you dont want to keep switching tabs or windows to reconcile invoices or transfer data. On top of that, regularly review your systems transaction logs and reconcile transactions.

Payment Methods 88

Payment Methods Merchant Services Payment Solutions Payment Services 88

SaaStr

DECEMBER 12, 2023

If you’re an SMB, sometimes you only have one person to talk to, maybe the Founder and/ or CEO. If it’s mid-market or Enterprise, sometimes there’s a champion, technical buyer, and decision-maker. Run film reviews to continue to optimize your playbooks and incorporate best practices.

Forecasting 293

Forecasting Point of Sale Technical Review SMB 293

SaaStr

JANUARY 3, 2024

Shrav added that if you want to close bigger deals, not just Enterprise, but mid-market and SMB as well, that the moment you’re ready to Go-To-Market, you need to become compliant. ” The bar is only going to get higher as buyers increase scrutiny and AI becomes more integrated in SaaS and technology.

AI 157

AI SMB Sales Hiring compliance 157

SaaStr

OCTOBER 4, 2024

Finding Superfans Early On Jason starts by asking the meta-question: “You’re at $900M of ARR, growing 35%, 112% NRR from SMBs, and 14% free cash flow. They supply their customers with a full marketing suite and customer data software for thousands of SMB, e-commerce businesses. Is there a downturn?” For Klaviyo, the answer is no.

Revenue 307

Revenue Scale Underperforming Technical Team Sales Hiring 307

Sales Hacker

MARCH 18, 2019

That’s something I overheard as I walked around the expo hall packed with over 30 of the fastest growing technology companies in the world (ie. But how could I choose between an opening keynote announcing some extremely exciting news for the world of sales tech (can you say Outreach Galaxy?) Here’s what I learned. But that’s changing.

Technical Review 79

Technical Review Scale Sales Underperforming Technical Team 79

Sales Hacker

DECEMBER 17, 2024

Theyve been writing market reports for years as the pioneer of tech adoption and market insights. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Why HG Insights? And then originally trained as an aerospace engineer.

Scale 102

Scale Engineering Acquisition Scaling 102

SaaStr

AUGUST 12, 2020

Then, the final thing I like to do as part of the finance calendar is make snap board meetings, because you want the board to review the information while it’s still fresh. Mark Benioff of Dreamforce, now the largest tech conference, and obviously Elon, whenever he puts out a new product, it’s based on a live product demo.

Startup 293

Startup Software Review Scale Systems Review 293

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

Baremetrics

NOVEMBER 9, 2021

SMB SaaS companies tend to have higher churn rates due to their lower demand and less sophisticated needs. While buyers are doing their due diligence, they’ll need to see clean financials. Facebook can be more effective due to its ability to target specific audiences if you decide to go this route.

SaaS Payments 105

SaaS Payments Technical Review Development Team Review Software Review 105

Sales Hacker

FEBRUARY 13, 2020

When you are selling to SMB and MM, you can get away with fairly lean marketing. RELATED: From SMB to Enterprise: A 2-Step Strategy to Boost Adoption & Growth. Make no mistake, this is a long way from the SMB sales motion! Account Executive in Enterprise Technology. You never asked that in SMB did you?

Sales Hiring 89

Sales Hiring Enterprise Technical Review SMB 89

How To Buy Saas

FEBRUARY 25, 2025

Rapid SMB adoption with 200K+ customers. Startups, SMBs, and mid-market; teams wanting all-in-one marketing + sales. Designed for non-technical users. HubSpots automation is often praised for allowing non-technical users to set up triggers and actions in minutes. Market share leader (21.7%

Scale 52

Scale Underperforming Technical Team Technical Review Software Review 52

SaaStr

JULY 24, 2019

Gillian oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. Final point about Talkdesk is that we started selling about five years ago in the SMB space. And then there was technical support. We’ve added a technical account manager function.

Retention 160

Retention VP of Engineering Sales Hiring Scale 160

Sales Hacker

FEBRUARY 12, 2021

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. 6390 reviews). 267 reviews). Total Reviews: 26,128. 10,919 reviews). 15,209 reviews). Total Reviews: 6,311.

Payment Solutions 118

Payment Solutions Enterprise Scale Payments 118

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. Most of the cases are consumer products, but the law remains the same in technology. Telling the Truth in the Most Positive Possible Manner. Was that true

Technical Review 139

Technical Review Advertising Software Review Scale 139

Neil Patel

DECEMBER 14, 2021

This announcement is a testament to the hard work of our growing pool of talented employees as well as our major enterprise and SMB clients. As a previous finalist in 2021, winning this year’s award is especially meaningful due to all of the extra hard work and dedication our team put in. Our SMB Clients.

Technical Review 92

Technical Review SMB Sales Hiring Finance 92

SaaStr

JULY 1, 2020

Then, we’ll end of the day with me and Stewart Butterfield and obviously Slack is doing well, but Slack also has a massive SMB base and its challenges. For example, we’ve got like Roman from Gorgeous that Sam knows at the end of the day talking about dealing with SMB turns, they did something interesting at Gorgeous.

Merchant Services 259

Merchant Services Scale Sales Recruiting Sales 259

Sales Hacker

APRIL 1, 2025

The exact playbook to move from SMB to enterpriseincluding partner enablement, segmentation, and incentive design. And, you know, you’ve had a hell of a career, you know, over the last 20 plus years, worked at the helm of really what I would consider the world’s leading technology brands. The stock hadn’t moved much.

Scale 64

Scale VP of Engineering Outsourcing Services Enterprise 64

ChurnZero

DECEMBER 2, 2021

From sessions on building variable compensation plans and Customer Success tech stacks to fostering customer advocacy and community, BIG RYG explored how today’s Customer Success leaders are tackling major industry challenges and advancing their Customer Success game. Don’t put your tech stack before your customer journey.

Customer Success 98

Customer Success Technical Review Scale Compensation 98

Sales Hacker

SEPTEMBER 18, 2024

A huge thank you to Jason Saltzman and Live Data Technologies for generously allowing us to tap into their data to help surface the latest trends in go-to-market teams at startups. During this period, there seems to have been a large-scale reduction in sales teams, likely due to market conditions, monetary policy, or growth strategy shifts.

Sales Hiring 125

Sales Hiring Scale Sales AI Search 125

Stax

MAY 30, 2024

It’s intentionally created to be very friendly for SMB users, featuring robust invoicing and time tracking features. Top Customer Review: “I’ve been using FreshBooks for about six months now, and I’m loving the freedom it gives me. Top Customer Review: “Awesome for the number-phobic! Thank Goodness I found GoSimple!!

Payment Solutions 88

Payment Solutions Payment Methods Payment Services Technical Advisors 88

SaaStr

SEPTEMBER 13, 2020

It’s also been a powerful moment for technology to be a force for good. We are truly living in a cloud first world today, where businesses not only understand, but they now embrace and are looking to lead with technology solutions from folks on this Zoom, who are cloud first and providing that next generation of solutions.

Sales Hiring 232

Sales Hiring Scale Payments Cloud 232

Sales Hacker

OCTOBER 24, 2022

Presenting a customized solution to your lead, with an SE to handle the technical questions, makes it easier for your prospect to visualize your product/service within their existing environment. Company + persona + template: persona + vertical + size (fintech company for CRO, SMB for Head of Sales). You get a Closed Won.

Scale 99

Scale Technical Review Software Review Sales 99

Payrix

OCTOBER 1, 2024

The acronym stands for Payment Card Industry Data Security Standards, which are the technical and operational standards that various players in the payments value chain, including card issuers, banks, processors, acquirers, merchants, and service providers, must adhere to. What is PCI DSS? Candice explains the basics of PCI DSS.

Payment Services 113

Payment Services Merchant Services Payments compliance 113

Sales Hacker

JUNE 16, 2021

AI for sales enablement: include AI software in your tech stack that can answer reps questions and alert them to changes with push and pull messaging and 24/7 instant response. Review your existing tech stack; these tools need to align with the goals of the business: CRM. SMB hurdle: buy-in. Dependencies and blockers.

Sales Enablement 122

Sales Enablement Scale Sales Hiring Technical Review 122

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. . People who get all of the credit and money for the deals that close due to all of their hard work.” — Ed Jeffe , Founder at Demo Solutions. Like a dope sneaker collection.

Sales Recruiting 124

Sales Recruiting Underperforming Technical Team Sales Hiring Scale 124

Intercom, Inc.

DECEMBER 5, 2019

Over this same period, one tech company has emerged to become similarly entrenched in the everyday life of people around the globe. What can we, in the SaaS sector, learn from one of tech’s true behemoths? But marketing disruptive technology (like AI and chatbots) comes with a lot of landmines.

Scale 118

Scale Scaling Artificial Intelligence Business 118

Clouded Judgement

MARCH 22, 2024

For SaaS businesses that target smaller SMB customer segments, gross retention is typically in the mid to low 80’s with net expansion in the ~105% range. ” Let’s look at consumption revenue - this is also not technically recurring! It’s probably better described as re-occurring vs recurring.

AI 190

AI Cloud Revenue Technical Advisors 190

Sales Hacker

OCTOBER 30, 2019

How do I get promoted from SMB/MM to enterprise? When one LoB closes… How Do I Get Promoted from SMB/MM to Enterprise? Review LinkedIn to see if the main point of contact at the client (the person tagged to the opportunity) is still there. The post Selling to Enterprise (Just Like Selling to SMB… Right?)

SMB 52

SMB Enterprise Technical Review Interviewing 52