Point Nine Land

JUNE 18, 2023

Revenue churn is negative if the expansion ARR from your retained customers more than offsets the churn ARR from lost customers and contractions. 3) How much can I spend on customer acquisition? The most frequent ways to segment cohorts are based on acquisition channel (e.g. mid-market and enterprise), contract duration (e.g.

SaaS Payments 128

SaaS Payments Payment Services Payments SaaS 128

Sales Hacker

FEBRUARY 2, 2021

SMB Sales vs Enterprise Sales Process. This model is relatively popular for companies dealing with low-cost products associated with low customer acquisition cost. This will give you the annual contract value. It is essential that you take time to study your ICP as well as emerging market trends and developments.

Scale 96

Scale Enterprise Marketing Sales 96

Tom Tunguz

JANUARY 14, 2015

Based in New Zealand, Xero has built a widely adopted small-to-medium business (SMB) accounting solution that counts 371,000 paying customers, a figure that grew 76% in the last 12 months. First, Xero is a glowing example of a successful SMB SaaS company. And in the US, each accountancy provides about 13 SMB customers to Xero.

Benchmarks 100

Benchmarks Metrics SMB Outsourced Development 100

Sales Hacker

APRIL 10, 2018

The SMB segment—going upstream vs. downstream. Pro-user, SMB, Enterprise, this requires a specific Go To Market strategy. B2B segments in focus: Enterprise/Company wide – selling a platform (CRM/ERP) using multi-year contracts. Mid Market/Department – selling platforms and applications using annual contracts.

SMB 73

SMB Strategy Outsourced Development Marketing 73

SaaStr

JUNE 7, 2019

Finally, before that, Amit was the Founder & CEO @ SparkThis, an outsourced marketing and sales service for cloud companies. And finally, before that, Amit was the founder and CEO at SparkThis, an outsource marketing and sales service for cloud companies. Just to test it and develop it. Be it enterprise or SMB.

Outsourced Development 128

Outsourced Development Outsourcing Services Sales Hiring Scale 128

SaaStr

MARCH 13, 2020

Why does Harry believe investing in customer success is far more important than customer acquisition? * This is actually one of the most exciting developments for me in SaaS. And I think the SMB mid-market sector is actually what’s fueling this tremendous growth we’re seeing year over year.

SaaS Payments 207

SaaS Payments Payment Methods Finance Payments 207

CustomerSuccessBox

MAY 25, 2021

NRR measures the total value of your renewed contracts as well as the revenue gained through upsells and cross-sells. Add the value of your renewed contracts + expansion and cross revenue. Divide by total value of contracts that were up for renewal, In a Saas business, a Net Revenue Retention Rate >100% is a good growth Indicator.

Retention 52

Retention Metrics Outsourced Development SMB 52

SaaStr

JUNE 28, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. Is it best to start at enterprise and work down to SMB or does SMB and work up to enterprise work best?

Outsourcing Services 112

Outsourcing Services Scale Sales Hiring SMB 112

Tom Tunguz

JULY 14, 2013

Because customers are paying to improve the product, rather than buying a “production-ready” enterprise product, the company can go to market much earlier in their development. The company is able to recoup its cost of customer acquisition, be it online marketing or inside/outside sales, in less than a year.

Sales Hiring 100

Sales Hiring Venture Capital SaaS Machine Learning 100

Sales Hacker

APRIL 21, 2022

After a couple of years, we had built a solid SMB business, but realized that in order to hit our growth goals we needed to move up-market. This was all in an effort to increase our average contract value (ACV). They might not close revenue in this segment today, but it’s an investment for the future development of the company.

Marketing 86

Marketing Sales Hiring SaaS SMB 86

OPEXEngine

FEBRUARY 22, 2022

SMB customers will want high-touch sales engagement and service delivery but SMM SaaS companies will likely not have the budget necessary to justify providing this level of sales support. The Annual Contract Value (ACV) price range of $10,000 to $50,000 defines the parameters of SMM SaaS companies and shapes their financial profile.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

SaaStr

JUNE 1, 2021

The other thing that dropped our odds of success was the fact that we were focused on small business, on the SMB market, and everyone we talked to, literally everyone. Do not…,” and the reason is no one hardly ever has succeeded in building a big business in SMB. ” We didn’t do any annual contracts.

Part-Time VPE 209

Part-Time VPE Technical Cofounder CTO Hire New CTO 209

SaaStr

NOVEMBER 19, 2019

So I went down the hall, met with the head of marketing, and I discovered a lot about in bound SaaS, about SMB, the importance of building this machine as I call it now that generates all these lovely leads. They all looked at me really weird because remember, I’d never done SMB before. Liberate some operating expenses.

Scale 166

Scale SMB VP of Engineering Leadership 166

Mucker Capital

APRIL 6, 2023

Obviously if you target enterprise customers, you usually have a very large ACV (Annual Contract Value) and the product usually is complex. We talk about using the product complexity, your target customer size, your contract value, and whether there's individual use case–those four things--to help you decide if PLG is a fit.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

ChurnZero

JUNE 11, 2021

You could also have a health score for a customer who uses Product A but is in their second contract year. Another example is creating a health score based on tiered implementation: SMB onboarding versus Enterprise onboarding. Excel or business analytics software) to further develop your dataset. Is product usage low?).

Software Review 96

Software Review Systems Review Scale Underperforming Technical Team 96

SaaStr

NOVEMBER 2, 2019

How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? First, what is continuous customer development? How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? Does one have to move to enterprise?

Scale 124

Scale SaaS Payments Sales Recruiting Payment Services 124

OpenView Labs

APRIL 27, 2021

Because of the need to adapt to the way developers buy software. To put it simply, developers don’t want to talk to a salesperson. Even developers at large companies would rather avoid the whole sales process. hasn’t just attracted very small, SMB customers. Above: Logz.io’s pricing page. With self-service, Logz.io

Scale 67

Scale Outsourced Development Enterprise Pricing 67

SaaStr

AUGUST 19, 2022

And we now got to this point of one to $2 million in ARR across about 50 to 60 contracts. But the thing about the TAM you were talking about is that, partially what we’re seeing is that those customers, it’s harder to get bigger contracts out of them. The ROI is amazing. It’s working well. Jason Lemkin: Okay.

Scale 201

Scale Sales Hiring Scaling VP of Engineering 201

Andreessen Horowitz

NOVEMBER 17, 2023

In this conversation recorded at ELC 2023, Segment’s former CRO Joe Morrissey and former chief product development officer Tido Carriero discuss how they turned sales-product tension into a successful $3.2B acquisition. Because you sell in the enterprise in a very different way than you sell in SMB. Tido: Thank you.

Sales Hiring 85

Sales Hiring Scale Sales Underperforming Technical Team 85

Sales Hacker

FEBRUARY 7, 2018

However, in a SaaS model , the customer acquisition team can grow revenue to $1M in year 1. To keep growing at the same growth rate requires a significant investment in the acquisition efforts as depicted in figure 2. Pursue new accounts for example from SMB to Mid Market to Enterprise. SaaS Sales teams. SaaS Growth Rate.

Scale 87

Scale Growth Hacking Scaling Sales Hiring 87

SaaStr

JUNE 16, 2020

Also, there is focus on changing terms to try and close and accelerate deals, reducing time commitment requirements for contracts, pricing minimums to get to a yes more quickly, and then also focusing on cash and cash collections by building more efficiency in that process. Contract modifications were still so decentralized.

Sales Hiring 155

Sales Hiring Scale SaaS Payments Payment Services 155

OpenView Labs

OCTOBER 21, 2019

To illustrate how complex is “enterprise complex,” and what the mindset of a real enterprise deal is, we need to look at the differences between SMB, Mid-Market, and Enterprise deals. SMB vs. Enterprise vs. Mid-Market. The SMB Deal. The SMB deal boils down to “you build it, they buy it.”. The Enterprise Deal.

Sales Hiring 40

Sales Hiring Enterprise Scale SMB 40

CustomerSuccessBox

FEBRUARY 28, 2022

In some arrears, it gets primarily billed with annual contracts. Although you are upmarket, most of the customers are willing to make annual contracts and in Zoom 74% is billed annually and 26% are not up for annual billing and Zoom lets it be that way. Enterprise is stable whereas SMB’s are skyrocketing in Shopify.

Retention 52

Retention SaaS Payments Payments Payment Methods 52

Sales Hacker

AUGUST 23, 2018

But only if you have the capacity or if your product is specially developed to solve their problems. Starting off with SMB sales can be an advantage. But it’s mostly easier to target your sales strategy towards SMBs. Their needs are simpler, they are easier to satisfy, and the cost of customer acquisition is lower.

B2B 55

B2B Development Team Review Underperforming Technical Team Sales 55

SaaStr

AUGUST 9, 2019

How does Vikas see the space play out in the coming years when it comes to acquisitions? Here’s what Eyal and Megan talk about: How to develop software faster. You’ve seen SalesForce with a number of significant acquisitions in the last 12 months, as an example. Does this not lead to a consolidatory environment?

SaaS Payments 128

SaaS Payments Cloud Technical Review Scale 128

Kellblog

FEBRUARY 2, 2023

While staggered boards and poison pills can stave off hostile takeovers, the best protection against an undesired acquisition is a high stock price. Consumption purists (without ratchets in their contracts) may well find themselves swimming naked as the tide goes out. Retain is the new add. Why are companies afraid of churn in 2023?

Software Review 119

Software Review Development Team Review Underperforming Technical Team Scale 119

Sales Hacker

SEPTEMBER 30, 2019

He leads Kustomer’s sales and customer experience departments, overseeing sales, business development, implementation, customer success, and support. I started my career as a developer and I quickly realized that I was going to be a good developer, but I was never going to be a great developer. Walk us through that.

Sales Hiring 50

Sales Hiring Startup Scale Sales Recruiting 50

ProfitWell

SEPTEMBER 3, 2019

If your pricing page isn't perfectly designed to convert potential customers, all that effort you put into sales, marketing, and product development might as well be for naught. The companies we chose serve customers of all sizes—from individual business users to small and medium businesses (SMB) to the enterprise.

Pricing 69

Pricing Scale Technical Review compliance 69

SaaStr

JULY 30, 2020

How does this differ between SMB and enterprise? So if you think about those earliest steps, so A, identifying the pain point in the market, B, validating it, those are kind of like customer development, customer research. This is why you see SMB focused sales organizations like Zenefits, or Yelp, or Yaxed, or what have you.

Part-Time VPE 189

Part-Time VPE Scale Sales Recruiting Sales Hiring 189

SaaStr

OCTOBER 25, 2019

Liat Bycel: Yeah, I think that career development conversation should be an ongoing conversation. I also think that career paths and developing those are really, really important to help people stay motivated and really feel they’re growing in their own careers. Loren Padelford: Yeah. Because it’s where’s our brand?

Sales Hiring 108

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 108

Unbounce

JUNE 16, 2020

I think channel distribution is one of the most promising and untapped acquisition channels for SaaS?—?especially especially for SMB SaaS startups. Over the long term, it can also deliver increased revenue, higher customer lifetime value (LTV), and reduced customer acquisition costs (CAC). Already pretty valuable, right?).

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

InsightSquared

DECEMBER 15, 2017

In this post, I’ll explore some of the key criteria we developed for evaluating new data partners. Our primary goals were to: Maximize data acquisition and internal productivity. We wanted to be able to serve and align our SMB and enterprise teams by sourcing from the same partner. Data Needs. Minimize data costs and conflicts.

Data 66

Data SMB Outsourced Development Machine Learning 66