SaaStr

MARCH 20, 2020

318: The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Except for that for me, I’ve never seen a particularly successful B2B company thrive with paid as its dominant channel.

SMB 174

SMB Scale Startup Marketplace as a Service 174

Sales Hacker

APRIL 10, 2018

The SMB segment—going upstream vs. downstream. Pro-user, SMB, Enterprise, this requires a specific Go To Market strategy. How to Segment B2B Your Customers. Distribution of B2B deals as a function of price (a product of discount and list price). The SMB Segment: Going Upstream vs. Downstream.

SMB 72

SMB Strategy Outsourced Development Marketing 72

SaaSX

FEBRUARY 14, 2021

How many B2B products do you discover and love so much that you go on to purchase without ever interacting with the company? It may be that they just can’t sign up online because they need to generate a PO or receive an invoice to pay. Think Atlassian, Slack, Dropbox, Calendly, Shopify and so many others. Probably not that many.

Scale 59

Scale Payment Features SMB Acquisition 59

CustomerSuccessBox

MAY 25, 2021

Customer retention is critical — particularly for B2B SaaS companies. For SaaS companies selling into Small and Medium Enterprises (SMB) Anything over 90% is a good NRR whereas, for Enterprise SaaS, 125% is considered a good NRR. Probably not. That’s because Customer Retention is critical. And the reason is manifold- .

Retention 52

Retention Metrics Outsourced Development SMB 52

FastSpring

JANUARY 27, 2022

Note: FastSpring offers advanced subscription management services that support free trials, monthly and annual paid plans, proration, discount management, and more. How Castos upsells subscription tiers. His podcast hosting company uses data analytics that looks at which users are most likely to grow out of their current subscriptions.

Merchant Services 138

Merchant Services Payment Services SaaS Payments Payment Solutions 138

Brian Balfour

JULY 18, 2017

subscription e-commerce) typically live here. In the B2B world you also have B2B products like MailChimp, Slack, or SurveyMonkey that live on this end of the spectrum as they take advantage of viral and paid channels to drive most of their volume. Think of something like Dollar Shave Club or DraftKings.

Growth Hacking 65

Growth Hacking B2B B2C SMB 65

Intercom, Inc.

DECEMBER 13, 2018

But as the college-dorm-room startup matures, there’s a fascinating twist to be found in the way it applies its new mission to Workplace, a B2B startup within the (former) startup. We are going from having an enterprise business to having a mid-market business to investing in an SMB business. That’s the beauty of Workplace.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

OPEXEngine

JUNE 8, 2021

According to a study conducted by Miller Heiman Group, more than 70 percent of B2B buyers fully define their needs before engaging with a sales representative, and almost half identify specific solutions before reaching out. month SaaS subscription. Today, buyers run the sale.

Enterprise 52

Enterprise Underperforming Technical Team SaaS Sales 52

FastSpring

DECEMBER 8, 2022

Note: FastSpring’s Revenue and Subscription Dashboards quickly show our customers where their revenue is coming from, the average order value or MRR per country, promotions performance per country, and more. There were four unfilled software products and B2B SaaS products and a variety of different offerings.

Payment Methods 78

Payment Methods Payment Solutions SaaS Payments Software Review 78

Casey Accidental

NOVEMBER 13, 2019

Let’s break down these definitions so we know where we’re at: SAAS: software that businesses access online and purchase via a subscription e.g. Slack, Adobe, Atlassian. SAAS-like: any number of different models where a business sells software to businesses online, but does not charge via a subscription e.g. transactional or pre-revenue.

Marketplace as a Service 106

Marketplace as a Service Business Model Business Underperforming Technical Team 106

Software Platform Consulting

MAY 20, 2019

Upwork has offerings for all sizes of clients from SMB to the enterprise. Upwork has a more complicated business model involving a freemium offering, subscription offerings with differing transaction rates for freelancers and clients. Upwork even has a managed services offering. Fiverr has a simple Gig-by-Gig approach.

Marketplace as a Service 40

Marketplace as a Service Software Review SMB Web Development 40

ChurnZero

AUGUST 24, 2018

Because you certainly are going to want to make sure that your subscription product is priced so your customers can adopt to it. The big thing that you probably want to focus on is that recurring revenue stream. Over the past several years, B2B SaaS companies have made a wave of investments in growing Customer Success functions.

Finance 61

Finance Customer Success Scale Customer Lifetime Value 61

SaaStr

SEPTEMBER 27, 2019

B2B marketing, yes. So when I was at Microsoft I was doing consumer marketing and then when I moved to Exact Target I was doing B2B. And so when I then joined Salesforce, Salesforce is very much enterprise B2B marketing. but in a more traditional B2B environment I don’t see there is as much crossover, for better or worse.

Sales Hiring 127

Sales Hiring Sales Recruiting Scale Software Review 127

SaaStr

AUGUST 9, 2019

It’s not an SMB where you’re getting volumes of 100 a day. You said there about mid-market and it not having the same velocity of SMBs. I clearly don’t get out enough if I have a couple of questions on mid-market versus SMB, but let’s go for it. A couple of questions on this.

SaaS Payments 128

SaaS Payments Cloud Technical Review Scale 128

SmartKarrot

FEBRUARY 9, 2022

This is where customer retention plays a crucial role in B2B SaaS companies. . However, it includes any downgrades or cancellations of subscriptions or contracts. GRR is the measure of recurring revenue from existing customers; hence it is also commonly called Gross Renewal Rate. What is customer retention?

Retention 10

Retention Revenue SaaS Benchmarks 10

Sales Hacker

NOVEMBER 15, 2017

This sales glossary is meant to reduce ramp time for new reps that are getting immersed in B2B sales jargon for the first time. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. AB Testing. Account-Based Everything / Revenue. Account-Based Marketing.

Scale 99

Scale Payment Methods Sales Recruiting SaaS Payments 99

Intercom, Inc.

NOVEMBER 21, 2019

In an era when more and more businesses adopt a subscription model, strong customer retention is the key to sustainable long-term growth and requires a laser-like focus. . Marketing and sales must be closely aligned because B2B customers have become harder to win. Siloing only leads to poor efficiency and wasted resources.

Retention 34

Retention Scale Marketing Underperforming Technical Team 34

Sales Hacker

OCTOBER 15, 2018

We think customer success is the new way to think about sales because we think in new business models, like subscription, SaaS, Cloud, etc., RELATED: Customer Success: The Foundation for Predictive B2B Sales and Marketing. If you’re an SMB oriented business, or you’re in the 80s, you’re probably reasonably efficient.

Customer Success 47

Customer Success Scale Underperforming Technical Team Retention 47

Point Nine Land

JUNE 18, 2023

Both can be used to report on customers, subscriptions, and revenue. Teams responsible for customer onboarding can determine the health of customers in their first few months of paying for a subscription and identify when customers are dropping off. ARR (Annual Recurring Revenue): Your company’s yearly subscription income.

SaaS Payments 128

SaaS Payments Payment Services Payments SaaS 128

Casey Accidental

DECEMBER 11, 2023

B2B requires suite expansion. Why does B2B require suite expansion? Acquisition, retention, and monetization potential of your first product is another reason B2B tends to expand earlier. Generally, in B2B, product adjacencies are more obvious and less of a gamble to invest in.

Payments 113

Payments Scale Payment Solutions Technical Review 113

SaaStr

AUGUST 19, 2022

But maybe in SaaS and B2B things are pretty good. And look, what happens with almost every B2B startup is your initial little micro… The way you get to your initial group of customers, how you acquire them, plateaus. Most performance marketing in B2B, just try to make your money back. So much talk about doom and gloom.

Scale 220

Scale Sales Hiring Scaling VP of Engineering 220

Chart Mogul

SEPTEMBER 15, 2023

Software subscriptions are the life of every SaaS business and must be accounted for properly in your general ledger. That is SaaS subscription revenue and the corresponding deferred revenue balance. The purpose of this piece of writing is to extend the 7 Powers framework to examples from modern b2b and software-centric businesses.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

Intercom, Inc.

OCTOBER 29, 2019

You can’t find email lists using Job-to-be-Done, but you can find ones for B2C subscription businesses that have a high volume of website traffic. Sales: Be able to route prospects to our self-service flow or the most appropriate team within Sales, e.g. startups, SMB, MME, based on well-defined customer segments.

Business 184

Business B2C Scale Headcount 184

Neil Patel

DECEMBER 6, 2020

Constant Contact – Best for ecommerce Zoho Campaigns – Best for simple campaigns Sendinblue – Best ease-of-use Marketo Engage – Best for segmentation and personalization Pardot – Best for B2B marketing. 5 – Pardot — Best For B2B Marketing Automation. Every step.

Marketing 145

Marketing Scale Software Review Technical Review 145

Chart Mogul

OCTOBER 9, 2020

Freemium is gaining popularity as an effective growth strategy for B2B SaaS companies. The last decade has seen the explosion of Freemium as a growth strategy in B2B SaaS, and companies like Canva, Dropbox, and Slack have contributed to the rise of this new normal. A new study from ChartMogul (coming soon!)

Scale 83

Scale Churn Metrics Retention 83

SaaStr

JUNE 7, 2019

240: Brex Co-Founder and CEO Henrique Dubugras will talk about what he’s learned building the fastest-growing B2B company. Learn what he did differently the second time around and the specific decisions he made to drive growth among B2B companies with Brex. Be it enterprise or SMB. Amit Bendov: I mean it varies.

Outsourced Development 128

Outsourced Development Outsourcing Services Sales Hiring Scale 128

SaaStr

NOVEMBER 1, 2019

About the episode: Tien Tzuo is the Founder and CEO of Zuora, one of the fastest-growing SaaS companies that has been at the forefront of the rise of subscription business models. How does Mark view the amount B2B startups are raising today? 9: Clarizen Board Member Paul Albright on Why It Is Harder To Go Enterprise Down, Than SMB Up.

Technical Review 152

Technical Review Development Team Review Scale Software Review 152

Chart Mogul

FEBRUARY 19, 2021

It is a question of strategic importance for SaaS companies because of how the subscription model works. In our example, we’re assuming a small number of customers who are mostly paying the same monthly subscription. Naturally, retention varies across niches (consumer vs. B2B software) and segments (SMB vs. enterprise).

Retention 72

Retention Churn Benchmarks SMB 72

Chart Mogul

OCTOBER 9, 2020

Freemium is gaining popularity as an effective growth strategy for B2B SaaS companies. The last decade has seen the explosion of Freemium as a growth strategy in B2B SaaS, and companies like Canva, Dropbox, and Slack have contributed to the rise of this new normal. A new study from ChartMogul (coming soon!)

Scale 52

Scale Churn Metrics Retention 52

Sales Hacker

APRIL 25, 2019

The SMB Decision: In-House vs. Outsourced Sales Development. As a high-growth SMB, your number-one focus is consistent sales. Many would argue that an SDR is one of the most integral hires attributed to the success of any B2B company. But there is one universal truth for every B2B company: more meetings = more sales.

Outsourcing Services 75

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 75

Chart Mogul

FEBRUARY 19, 2021

It is a question of strategic importance for SaaS companies because of how the subscription model works. In our example, we’re assuming a small number of customers who are mostly paying the same monthly subscription. Naturally, retention varies across niches (consumer vs. B2B software) and segments (SMB vs. enterprise).

Retention 52

Retention Churn Benchmarks SMB 52

Baremetrics

NOVEMBER 9, 2021

Whether you’re an early-stage founder or you’ve built up an established B2B SaaS business, it's crucial to understand how valuations work and how you can prepare for an exit when the time is right for you. Low churn allows recurring revenue to grow, improves growth rate, and reduces the risk of long-term value loss.

SaaS Payments 105

SaaS Payments Technical Review Development Team Review Software Review 105

SaaStr

NOVEMBER 22, 2019

All of these muscles that I had built from my time running customer facing teams in B2B SaaS, you can apply that to the world of Venture. Because that is a very clear measure of a subscription model health. So that’s changed of course, clearly with a subscription business model. What advice do you give to startups?

Underperforming Technical Team 155

Underperforming Technical Team SaaS Payments Payment Services Technical Advisors 155

Aaron Beashel

MARCH 9, 2018

In the case of a B2B SaaS company, your Go To Market model outlines the way in which you acquire customers. 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). What is a Go To Market model? Factors to consider.

Scale 192

Scale SaaS Payments B2B Strategy 192

ProfitWell

SEPTEMBER 3, 2019

To help you design the perfect pricing page for your subscription company, we're taking a closer look at some of the best pricing page examples, the design principles each company follows, and how they measure success. Before we start, though, let’s take a quick refresher on why pricing pages are so important. The anatomy of a pricing page.

Pricing 69

Pricing Scale Technical Review compliance 69

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Recognize that B2B is human to human and it is at that level that you can make your magic. Anita Nielsen. Jen Ferguson.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

SaaStr

MARCH 13, 2020

315: Harry Hurst is the Co-Founder & Co-CEO @ Pipe, the startup that gives you control of your cash flow by giving you access to the full annual value of your monthly subscriptions, upfront. And I think the SMB mid-market sector is actually what’s fueling this tremendous growth we’re seeing year over year.

SaaS Payments 208

SaaS Payments Payment Methods Finance Payments 208