Tom Tunguz

AUGUST 2, 2016

Channel distribution represents one of the biggest and most important changes in customers acquisition for SMB SaaS startups in quite a while. As many of these channel partners move to newer distribution models, the brokerage channel model in particular, they represent an efficient and leveraged customer acquisition channel.

Outsourcing Services 109

Outsourcing Services SMB Acquisition Scale 109

Sales Hacker

OCTOBER 30, 2018

She has won various awards such as Top Sales Leader, TAG One in a Millenial Awards 2016 and Power 30 Under 30 winner 2016. She has 20 years of experience in sales leadership and the talent acquisition industry. She is adept at managing SMB, MM, and Enterprise sales coverage models, quota setting, and compensation plan design.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

SaaStr

DECEMBER 3, 2020

As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader. When we were acquired in 2016, it was about 30,000 employees. How do I understand the product itself?” And most recently, it’s around 55K.

Scale 173

Scale Sales Hiring Sales Recruiting Sales 173

OpenView Labs

APRIL 27, 2021

We led their Series B funding in November 2016 and subsequent Series C in November 2017. Building on this success, in early 2020 they continued to modify entry-level pricing and were able to find a price point that best balanced acquisition and conversion. hasn’t just attracted very small, SMB customers. With self-service, Logz.io

Scale 67

Scale Outsourced Development Enterprise Pricing 67

SaaStr

SEPTEMBER 15, 2023

They’re spending a lot on online marketing and acquisitions and servicing all those leads from a low-cost place like India. 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.

Sales Hiring 245

Sales Hiring Scale SMB AI 245

SaaStr

JUNE 21, 2019

Prior to their IPO in 2016, Twilio had raised over $250m in VC funding from some of the best in venture including USV, Bessemer, Salesforce, and Techstars just to name a few. How does the creative plan to get the message to the target customer change dependent on SMB vs enterprise? Where does Sara see most people go wrong here? *

Scale 136

Scale Sales Hiring SMB Interviewing 136

Hitenism

DECEMBER 26, 2016

2016 has been a year where knowledge has become freely available for anyone interested in knowing about all things SaaS. Work backwards from there to get your pricing model and acquisition channels. This slide deck comes from Brian’s brilliant SaaSFest 2016 presentation. Thomas Smale , How to Value a SaaS Business in 2016.

Scale 152

Scale SaaS Marketplace as a Service SMB 152