The Defining Characteristics of Successful SMB SaaS Startups
Tom Tunguz
APRIL 16, 2013
Of course, the true number depends on the market segment: sales, HR, payroll, expense management, etc. As a result of the fragmentation, SMB SaaS companies need to reach and market to 1,000 times more companies than their enterprise counterparts. It’s all subscription. Obviously this requires a new sales process.
100 
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