SaaStr

OCTOBER 22, 2021

Still, 119% NRR from SMB is world-class even for 5+ seats accounts and sometime to strive for if you have similar sized customers. #4. An SMB sale, but less and less a single seat sale. 110%+ NRR from SMBs usually requires team-level functionality, and Expensify is a good case study here. Expansion so far is limited to U.K,

Scale 326

Scale SaaS Payments SMB Payment Solutions 326

SaaStr

MARCH 28, 2025

Shopifys partner revenue grew from 8% in 2018 to 20% by 2020, but it took years of investment to get there . More here: 7 Thoughts on Building Your First Partner Program And how Gorgias got to 10,000+ SMB customers with partners here: Its not a quick win. Expect your sales cycle to double when working with partner s.

Scale 141

Scale Sales Hiring SMB Enterprise 141

SaaStr

MAY 10, 2021

Shopify sells roughly 75% SMB / 25% enterprise, and while it hasn’t always disclosed its NRR (many SMB leaders don’t), what disclosure there has been in the past was around 100%. Pretty good for SMB SaaS. You can see dramatic cohort growth since 2018: #2 Box. But then a lot changed in the last few years.

Merchant Services 251

Merchant Services SaaS Payments SMB Payment Solutions 251

SaaStr

MARCH 10, 2024

Even SMB leaders like Monday are there. But as a group, everyone has to be twice as efficient as 2018-2022 when everyone got away with $100k-$150k in revenue per employee. The rest are marching there. Monday just crossed $800,000,000 in ARR with less than 2,000 employees. That’s not practical or what any of us are seeing IRL.

SMB 293

SMB Cloud Startup Scaling 293

SaaStr

SEPTEMBER 15, 2023

They released many more products, with Freddy AI in 2018 and, as of last month, launched the Freshworks Customer Service Suite, which is an omni-channel for B2C to engage with customers on Instagram and other places. The average SMB customer would buy 4-5 seats of Freshdesk. Inbound isn’t just about SMB customers. The lesson?

Sales Hiring 284

Sales Hiring Scale SMB SaaS 284

SaaStr

AUGUST 14, 2019

Even SMB SaaS. With 57,350 customers in June 30, 2018 (pre-Sendgrid), the company’s average customer value used to be a bit higher. Still, Twilio remains solidly SMB by make-up. Twilio’s net revenue retention was even up a smidge to 140%. Big customers are dropping as a % of revenue.

Telecommunications 44

Telecommunications SMB Acquisition Retention 44

SaaStr

DECEMBER 10, 2019

110% Net Revenue Retention and 8 2% Customer Retention from 81,000+ SMB Customers. It is also increasing Net Revenue Retention, from 106% in 2018 to 110% in 2019. You don’t need to be a math whiz to see that means it started slow and then truly accelerated only once scale was hit.

Payment Services 262

Payment Services Payments Payment Methods SMB 262

SaaStr

DECEMBER 11, 2020

The Q+A at the end is especially good — stay for it: #3: “Zendesk’s Secret Sauce to Scaling to $1B: SMB and Mid-Market Success” with VP Global SMB Sales Sharon Prosser and VP GTM Strategy Astha Malik. . This was even better than I expected.

Scale 215

Scale Sales Recruiting Scaling SMB 215

SaaStr

OCTOBER 5, 2022

And a lot of thing they are really something more enterprise than SMB. They’ve seen even more customers start off with Free in 2022 than in 2018. #8. Brian Halligan did a deep dive as part of this discussion here: A lot of us don’t know a lot about channel sales. HubSpot was later to Freemium than some, but has embraced it.

Scale 284

Scale SMB Scaling B2B 284

SaaStr

DECEMBER 10, 2019

Yes, it has SMB customers. And Hubspot is very SMB. HubSpot Reports Q4 and Full Year 2018 Results. These are also 3 out of 4 of Salesforce’s big “Clouds”: But … Salesforce has become very enterprise. but its focus is on $1m+ customers to get to $100b in ARR: More here: How to Build a $100 Billion SaaS Company | SaaStr.

SMB 177

SMB Cloud Enterprise Revenue 177

SaaStock

JANUARY 25, 2019

Omie main goal is to bridge the efficiency gap in Brazilian SMB, helping customers to be more prosperous. Omie is the only SaaS company figuring among 100 fastest growing SMB in Brazil, according to Deloitte Consulting, ranking #3. In 2018, the Argentinian SaaS business expanded to Mexico. CEO : Vinicius Roveda Goncalves.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

SaaStr

FEBRUARY 2, 2021

Here, it seems like Zoom really ran away with it: According to Okta data, “While Zoom had more customers than Webex as of February 2018, Zoom had less active unique users than Webex until March 2020, at which point Zoom’s unique user growth rapidly passed Webex and remained higher.” Sometimes it may not matter.

SMB 187

SMB Cloud Trends Enterprise 187

Sales Hacker

MARCH 22, 2018

2) Everything You Need to Know About Cold Calling in 2018. What will help you do this is identifying: As we take a closer look at forecasting, what’s also key is understanding that long-tail SMB forecasting varies vastly from enterprise forecasting. To be highly effective, make sure you establish value before you present the deal.

Scale 85

Scale Revenue Forecasting SMB 85

Sales Hacker

FEBRUARY 15, 2018

15, 2018 – Sales Hacker, the leading resource for sales innovation, acceleration, and the future of sales, is set to host The Revenue Summit , on March 1st, 2018 in San Francisco, California. Director, SMB Sales, Google Cloud. Cold Calling – Everything You Need to Know in 2018. SAN FRANCISCO, CA – Feb.

Scale 83

Scale Customer Success Revenue Marketing 83

SaaStr

OCTOBER 4, 2023

Then everyone in the world was on Zoom selling flowers and yoga and things meant to be sold in person, so churn peaked at 3.6%, which isn’t terrible for SMB, but was higher than none. We’ll never go back to 2021, so can we go back to 2019 or 2018? People loved Zoom and didn’t churn. No, it’s too mature, but it’s back. Look at Monday.

Sales Hiring 284

Sales Hiring SaaS Headcount Compensation 284

SaaStr

JULY 13, 2023

Things got heated in 2018-2019 and then overheated in 2021. But it wasn’t ok in 2018, and it isn’t ok today. A simplistic way to look at it — Revert back to sales closing 3-5x what they take home—at least 3x for SMB, 4x for mid-market, and 5x for enterprise. Rev ops became professionalized. CS became professionalized.

CTO Hire 242

CTO Hire Sales Recruiting Sales Hiring Scale 242

SaaStr

APRIL 5, 2024

When Sam was at Brex in 2018, the tech stack usually consisted of Salesforce, ZoomInfo, Gong, and Outreach. It needed to be accessible and easy for end users, and for Apollo, that meant a hyperfocus on accessibility for SMBs. So Apollo users can be free forever at the SMB scale and still gain value from the platform.

Sales Hiring 235

Sales Hiring Scale Pricing SMB 235

SaaStr

AUGUST 7, 2023

Even up until 2018-2019, when values were smaller, you could only raise so much over the lifetime of your company, so you had to be efficient. That works for a hyper-SMB model. In the early days of SaaS, efficiency mattered because there was no capital. You can still measure something in the funnel.

Metrics 245

Metrics SaaS Sales Hiring Finance 245

SaaStr

OCTOBER 11, 2023

You don’t want to overwhelm SMB customers, and Monday made this a focus from day one. The Secret To Conquering High NRR From SMBs monday.com went from 125 to 110 NRR, which is macro yet still epic for SMB. How do you get over 100 for SMB? Zinman calls this a gradual discovery. They measured it from day one.

Scale 176

Scale Sales Hiring Scaling Banking 176

Nimble - Sales

APRIL 17, 2019

About the Company Cloud Solutions Provider Hikari Data Solutions (Hikari) was formed in 2018 as the result of a spin-off from EMIT Solutions, founded by Eamon Moore and recipient of a recent Microsoft Global Partner of the Year Award for SMB Cloud Solutions.

Data 92

Data SMB Cloud Business 92

InsightSquared

JULY 1, 2019

In 2018, our research identified a high level of dissatisfaction with many of the major marketing automation platforms. Looking Back: Key Findings from 2018. In 2018, InsightSquared and Heinz Marketing surveyed B2B marketing automation users to better understand what they felt was missing from their MAPs. . What Happens Next?

Benchmarks 21

Benchmarks Scale Marketing B2B 21

SaaStr

OCTOBER 15, 2019

Cold calling to set up demos has never worked for Mapistry, but we’ll share with you some of the strategies that have allowed us to increase our qualified lead flow by more than 400% and increase our sales ops by more than 3x in 2018. So as Lauren sort of alluded to, we started by focusing on SMB’s. Join us at SaaStr Annual 2020.

Underperforming Technical Team 216

Underperforming Technical Team Sales Hiring SMB Enterprise 216

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 Payment Services 100

Kellblog

FEBRUARY 6, 2021

Founded in 2018 in New York, founder Christina Ross tells a compelling story about her frustration as a finance user that led her to start the company. The company was founded in 2018, has around 20 people , and is based in Reykjavik. Cube tops up, rather than replaces, spreadsheets to support better planning, modeling, and analytics.

Finance 92

Finance Forecasting Software Review Systems Review 92

Sales Hacker

OCTOBER 30, 2018

by The American Association of Inside Sales Professionals 2013-2018. 500 Winner and Top Women leader of 2018. She helps SMB companies drive growth by incorporating the newest research and best practices to enable business owners to bring about sustainable change that leads to growth. She has won numerous awards including Inc.

VP of Engineering 111

VP of Engineering Sales Recruiting Scale Sales Hiring 111

yoursales

DECEMBER 12, 2018

Mimiran – More Leads and More Deals for SMB Services Business. Mimiran – More Leads and More Deals for SMB Services Business. Plans are about to change and we’ll see during 2018 how that pans out for Buffer. Mimiran – More Leads and More Deals for SMB Services Business. Grow with Maximizer CRM.

Scale 100

Scale Payment Methods Payment Solutions Outsourcing Services 100

OPEXEngine

SEPTEMBER 22, 2020

Our dollar-based net retention rate for the years ended December 31, 2017 and 2018 was 108% and 106%, respectively. Our dollar-based net retention rate excluding our SMB customers for the years ended December 31, 2017 and 2018 was 118% and 115%, respectively.

Retention 59

Retention SMB Social Media Subscription 59

SaaStr

OCTOBER 31, 2019

2018 saw about $44 billion of value added to the public markets, companies like Dropbox, companies like DocuSign, and that has continued now into 2019. Contrast that with companies that might also sell into the SMB segment of the market where the ASPs, the average deal sizes are lower. So far this year, we’ve seen PagerDuty.

Cloud 109

Cloud Scale AWS Artificial Intelligence 109

yoursales

DECEMBER 23, 2019

Over the course of 2019 we saw the opposite happening: an ever-increasing flood of sales tools seem to hit the market and our own 2019-list grew significantly compared to the 2018-version. Mimiran – More Leads and More Deals for SMB Services Business. Mimiran – More Leads and More Deals for SMB Services Business.

Scale 103

Scale Payment Methods Payment Solutions Sales Recruiting 103

yoursales

DECEMBER 23, 2019

Over the course of 2019 we saw the opposite happening: an ever-increasing flood of sales tools seem to hit the market and our own 2019-list grew significantly compared to the 2018-version. Mimiran – More Leads and More Deals for SMB Services Business. Mimiran – More Leads and More Deals for SMB Services Business.

Scale 103

Scale Payment Methods Payment Solutions Sales Recruiting 103

yoursales

JANUARY 29, 2021

Mimiran – More Leads and More Deals for SMB Services Business. Mimiran – More Leads and More Deals for SMB Services Business. Plans are about to change and we'll see during 2018 how that pans out for Buffer. Mimiran – More Leads and More Deals for SMB Services Business. Hubspot CRM – Close More Deals with Less Work.

Scale 106

Scale Payment Methods Payment Solutions Sales Recruiting 106

yoursales

DECEMBER 12, 2018

Mimiran – More Leads and More Deals for SMB Services Business. Mimiran – More Leads and More Deals for SMB Services Business. Plans are about to change and we’ll see during 2018 how that pans out for Buffer. Mimiran – More Leads and More Deals for SMB Services Business. Grow with Maximizer CRM. Better Clients.

Scale 100

Scale Payment Methods Payment Solutions Sales Recruiting 100

SaaStr

JUNE 3, 2020

It’s most severe in the SMB world. It’s 2020 and SaaS buyers are more skeptical and suspicious, more disbelieving, more unconvinced than they were in 2019. The situation is getting worse. The SaaS Trust Crisis is making it harder to market and sell software and services than ever before. Godard Abel | Co-Founder and CEO @ G2.

Software Review 244

Software Review Scale Technical Review SaaS 244

yoursales

JANUARY 28, 2022

Mimiran – More Leads and More Deals for SMB Services Business. Mimiran – More Leads and More Deals for SMB Services Business. Found.ly – The smarter way to find new leads ( shut down in December 2018 ). LiveHive – [link] ( shut down in October 2018 ). LeadDoubler – Engage Web Visitors With Interactive Content.

Scale 113

Scale Payment Methods Payment Solutions Sales Recruiting 113

Frontegg

AUGUST 12, 2021

WorkOS was founded just 3 years ago in 2018 and is already being recommended by many developers and companies. Although SecureAuth is primarily an authentication provider, its SSO offering is a pretty solid internal one for enterprise and SMB use. 6 – WorkOS. 7 – SecureAuth.

B2C 98

B2C Identity management Systems Review B2B 98

Frontegg

NOVEMBER 25, 2021

WorkOS was founded just 3 years ago in 2018 and is already being recommended by many developers and companies. Although SecureAuth is primarily an auth provider, its SSO offering is a pretty solid internal one for enterprise and SMB use. 6 – WorkOS. 7 – SecureAuth.

B2C 98

B2C Identity management Scale Enterprise readiness 98

ChurnZero

JANUARY 4, 2019

The biggest trend I see emerging in Europe, which started at the end of 2018 is Customer Success Plans becoming a staple asset of Customer Success teams. While bots continued to get a bad rap in 2018, the solutions available significantly improved. Interested in what our predictions were for 2018, last year?

Customer Success 73

Customer Success SaaS Payments Payment Services Payment Solutions 73