SaaStr

MARCH 20, 2023

Case shares the playbook for the “messy middle” to prevent the very predictable problems you run into in the middle ground of the mid-market, that space between SMB and enterprise. Some define it by headcount, typically around 200-2000 employees, and others by revenue, generally $10M to $1B annual recurring revenue.

Scale 172

Scale Enterprise Scaling SMB 172

SaaStr

JANUARY 3, 2021

A $2000 ACV? OK, so if an SMB rep needs to make say $80-$100k in OTE (base + bonus) … and you need to clear say $300k in revenue from that rep to make the math work on your side … at say 100 closed deals a year, to bring in $300k to the company, each deal has to have a $3,000 ACV on average. But how low can you go?

SMB 325

SMB Pricing Sales Metrics 325

Tom Tunguz

MARCH 26, 2017

When Aaron presented on stage, his audience comprised C-level executives at Fortune 2000 companies. Customers may fall into SMB, midmarket, enterprise. Meanwhile, the current customer base, an SMB segment, received much more tactical campaigns. This is the tension. After all, the company and product were still quite early.

Startup 100

Startup Marketing SMB Enterprise 100

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. Our SMB Clients. That’s why we’re committed to using our experience to help SMB clients reach their full potential. A 2000 percent increase in organic traffic.

Technical Review 92

Technical Review SMB Sales Hiring Finance 92

SaaStr

JULY 11, 2019

You go from the leanest organization and very small SMB, to closing seven figure TCVLs for enterprise. What we’ve realized is, doing a product for SMB is fairly simple, and you’ll see in the graph, that’s why we grew so much in the beginning. Doing a product for SMB is fairly simple. Tiago Paiva: Oh yeah.

Sales Hiring 250

Sales Hiring SMB Scale Cloud 250

SaaStr

JANUARY 21, 2020

It’s an SMB SaaS company in the healthcare technology vertical. My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. If you’re an SMB SaaS business, I would recommend hiring SMB SaaS salespeople. It’s 2000 bucks, but it’s awesome. Hey everyone.

Sales Recruiting 249

Sales Recruiting Sales Hiring Scale Sales 249

Aaron Beashel

MARCH 9, 2018

It’s free to send less than 2000 emails per month, with paid pricing plans going up from there. The end users of their software are marketers at SMB companies and they sell their product for around $100 per month (Meaning the Annual Contact Value is around $1000). For example, let’s look at Shaperbase as an example. Target Market.

Scale 192

Scale SaaS Payments B2B Strategy 192

Sales Hacker

JANUARY 29, 2018

To grow, the company needs to structure its resources into two initiatives; SMB and MidMarket, each requiring a different approach. In this model, you may see 2000% growth in an account. In the example below, you will notice how at first our teams operate unstructured. The figure above depicts use of a POD in a free sign-up model.

Sales Recruiting 74

Sales Recruiting Scale Sales Hiring Sales 74

SaaStr

OCTOBER 31, 2019

Before I joined the venture capital industry many years ago, I was a software developer, and I worked for a startup around the 2000 time period. Contrast that with companies that might also sell into the SMB segment of the market where the ASPs, the average deal sizes are lower. I think it’s a really staggering stat.

Cloud 100

Cloud Scale AWS Machine Learning 100

SaaStr

MARCH 10, 2020

And almost 2000 people. But all of the training was done by what we called the SMB managers. So today, we’re global. We have offices in San Francisco, L.A., Dallas, Chicago, Atlanta, New York, Philly, Amsterdam, Hamburg, Shenzhen, Hong Kong, and a few others. Like I said, Oh, just shy of … I can’t give the number.

Scale 189

Scale Sales Hiring Sales Recruiting Scaling 189

SaaStr

JUNE 3, 2020

And we have a product that G2 we call G2 Track, where with G2 Track, we’re tracking SaaS spend for almost 2000 companies now, and what’s been exciting over the last three years, we’ve really seen the number of applications they’re using grow. It’s most severe in the SMB world.

Software Review 172

Software Review Scale Technical Review SaaS 172

Kellblog

FEBRUARY 2, 2023

Companies who sell to SMB may see increased amounts of uncontrollable churn as customers cease operations. It was a flashback to enterprise reporting circa 2000 (back when you had the report backlog ) and I was instantly hooked. Consumption pricing. Bankruptcy. Consolidation.

Software Review 122

Software Review Development Team Review Underperforming Technical Team Scale 122

SaaStr

JUNE 7, 2019

Be it enterprise or SMB. How does thinking on pricing–both size and mechanism–really change when considering enterprise versus SMB in your mind, Amit? If you’re an SMB business, you will have high churn, relatively speaking, no matter how good you are, because it just is the nature of the business.

Outsourced Development 128

Outsourced Development Outsourcing Services Sales Hiring Scale 128

How SaaS Works

OCTOBER 25, 2019

I look over this particular short list of leads and quickly realize that over half of these leads are Fortune 2000 companies. This may sound obvious, but even the best lead generation techniques end up with leads that simply aren’t in the market for your product category. Decision maker ?—?Does Target market segment ?—?Does North Korea)?

Sales Funnel 40

Sales Funnel SaaS Government Market Segmentation 40

SaaStr

AUGUST 26, 2022

Salesforce was a very rudimentary SMB app for a brief period of time, but it was. We give away thousands… It’s not just tickets, but we do give away 2000 tickets. Jason Lemkin: We have budgeted in, we would like 2000 great, less represented founders at Annual and 1000 at Europa. It sold to very small companies.

Sales Hiring 190

Sales Hiring Scale Sales Recruiting Scaling 190

Brian Balfour

JANUARY 4, 2017

A lot of companies have sales teams focused on different customer segments (SMB vs Enterprise or Industry A vs Industry B). In the month a piece of content is new it gets 2000 visits. Same goes for allocating people/salary expenses from marketing. Allocation sales expenses to different customer types. Learn Growth, No Fluff.

Scale 71

Scale Marketplace as a Service Acquisition Content Marketing 71

User Pilot

FEBRUARY 27, 2023

Product-led growth may be a bit of a buzzword, but achieving no-code growth is particularly important for SaaS companies with low ACV, freemium models , and generally those in the SMB sector. 3000 – 5000 MAUs : Startup plan from $489/mo, Growth from $1449/mo.

Software Review 52

Software Review Onboarding Technical Review Pricing 52

SaaStr

SEPTEMBER 4, 2020

And to shift resources, we had to automate more and more of our SMB offering and make sure that we could refine our product to make sure self service journeys were more productive and frictionless. Earlier this year, we redoubled our focus on our enterprise segment where we have a strong leadership position. Jason Lemkin: With their list.

Scale 154

Scale Underperforming Technical Team Sales Hiring Branding 154

SaaStr

JULY 22, 2019

He had a company called Wily back in 2000 that he started, that ultimately sold on to Computer Associates, and really was seen as the father of the APM market segment, and learned a number of things in that experience that we then applied in terms of building New Relic, which is his second go around on the whole monitoring space.

Scale 163

Scale Scaling Sales Hiring Underperforming Technical Team 163

User Pilot

FEBRUARY 21, 2023

Product-led growth may be a bit of a buzzword, but achieving no-code growth is particularly important for SaaS companies with low ACV, freemium models, and generally those in the SMB sector. 3000 – 5000 MAUs : Startup plan from $489/mo, Growth from $1449/mo.

Software Review 52

Software Review Onboarding Pricing Startup 52

SaaStr

JULY 29, 2022

There was another company I invested in called Automile, that for a while was quite successful in SMB fleet tracking, tracking where your fleets of vehicles are. Someone that can come in and mine your base, that can segment those 2000, go out and talk to them and figure out which ones can buy.

Scale 199

Scale Scaling Sales Hiring Enterprise 199

SaaStr

JANUARY 28, 2020

Aaron : Well, also, as someone who went through this, especially like the 2000, 2001 times. Every retail shop was closed by 2000. Jason : And two things, I founded EchoSign because we had SMBs and enterprise customers. SMB numbers are harder to get with, but it’s like 60 or 70 for SMBs. I mean, literally.

Sales Hiring 199

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 199

Chart Mogul

SEPTEMBER 15, 2023

A $2000 ACV? Source Why SMB and Enterprise Sales Have Nothing In Common by Jason Lemkin When you go to hire a VP of Sales or even your first sales rep, one of the top qualifying questions I always recommend asking is if they have experience at your deal size, at your ACV (Annual Contract Value).

Scale 52

Scale Underperforming Technical Team SaaS Sales Hiring 52

Sales Hacker

DECEMBER 30, 2019

Justin is the former SVP of sales at PatientPop and a current advisor to it, as well as a tremendous number of SMB SaaS companies. He then went on to help build PatientPop to over 60 million in recurring revenue and now he’s consulting to SMB businesses. Today on the show, we’ve got Justin Welsh. Tell me about it.”

Sales Hiring 52

Sales Hiring Revenue Scale Underperforming Technical Team 52