SaaStr

MAY 3, 2023

It’s now at $560m in ARR, growing 23% on a constant-currency basis, and while that growth has slowed from the go-go pace of the last 2 years, it still beat Wall Street’s estimates for both revenue and adjusted profit! NRR Still Impressive at 107% Given Many SMB Customers, Although Down Year-over-Year from 115%.

SMB 271

SMB B2B SaaS Revenue 271

SaaStr

JUNE 29, 2022

It’s moved beyond its tiniest customers, of an ACV of < $1k, but other than that, it’s going upmarket without giving up its SMB roots. In fact, Q’22 was Zendesk’s highest first-quarter revenue increase in history. Even though Zendesk still has thousands and thousands of SMB customers. #2.

SMB 246

SMB Scale B2B Metrics 246

SaaStr

SEPTEMBER 1, 2023

119% NRR from SMBs Profitable, and only burned $15m net to date 130,000 total customers There’s not much to not love here! But the metrics, especially for an SMB-focused SaaS business, are breathtaking. Getting above 100% NRR from true SMBs is tough. 36% of Revenue Outside the U.S. Billion SMS messages. #8.

Scale 205

Scale SMB Sales Hiring Interviewing 205

SaaStr

NOVEMBER 2, 2022

The core product is very B2C, but the upgrade to paid has very SMB B2B metrics, and 80% of the revenue is subscription based. A/B testing can be harder in lower volume B2B products, but it’s a reminder we all need to do more of it. 52% of revenue from Apple App Store, and 20% from Google Play. Go Duolingo!!

Scale 282

Scale B2C SMB B2B 282

SaaStr

JUNE 22, 2023

My list: Not committing to 24 months upfront to getting to Real Revenues and a Minimum Sellable Product. It takes 7–10 years to build something real, and the first stage is the 18–24 months it takes to get real revenues and something off the ground. B2B folks want to do B2C. 8–12 months is almost never enough time. .

SMB 209

SMB SaaS B2C Interviewing 209

SaaStr

OCTOBER 2, 2022

The Challenge with SMB SaaS: High Growth Can Only Mask High Churn For Just So Long (Updated). SaaStr 595: 5 Critical and Company-Altering Learnings from B2B Startups with Y Combinator MD of YC Continuity Anu Hariharan. . 5 Critical & Company-Altering Learnings from B2B Startups | Y Combinator MD Anu Hariharan.

Cloud 235

Cloud Scale SMB B2B 235

SaaStr

JULY 14, 2022

Today, it’s a full featured revenue management suite, growing 55% at nine-figures in ARR. Talkdesk, last valued at $10B, started off as an SMB Zendesk and Salesforce plug in at a $25m valuation when I first invested. That’s a big change from a grab-and-go SMB solution in the early days. They aren’t big enough.

SMB 286

SMB Enterprise Government compliance 286

Sales Hacker

JANUARY 10, 2023

We as revenue and go-to-market leaders must adapt. If you boil it down, every rep – and every revenue organization – must do 2 things incredibly well to stay afloat: Create more pipeline, efficiently. Nate Broome – VP of SMB Sales at Outreach. Close more deals, predictably. Close more deals, predictably.

B2B 67

B2B SMB Sales Revenue 67

SaaStr

JULY 27, 2019

The simplest way is to get sales and marketing to work together is align marketing’s #1 goal to a revenue-related “commit” that sales agrees to. But a lead / opportunity / revenue commitment as Goal #1 for marketing. To deliver X leads per month to sales, so sales can hit its revenue and bookings number.

B2B 161

B2B Marketing Sales Social Media 161

SaaStr

FEBRUARY 14, 2024

But that’s not the way B2B businesses work. Founders have to fight this and force an unnatural way of working because, as humans, our energy doesn’t reflect our revenue structure. We don’t put the amount of energy into customer success that recurring revenue deserves in SaaS. And that’s where AI comes in.

Customer Success 212

Customer Success Sales Hiring Scale AI 212

ChurnZero

JUNE 2, 2021

SaaS Capital joined us for a webinar to share the results from their 10th annual B2B SaaS benchmarking survey. An overview of the current B2B SaaS market and valuation drivers. Q: How do you calculate net revenue retention for a usage-based model? I still think that net revenue retention works really well.

Benchmarks 98

Benchmarks B2B SMB SaaS 98

SaaStr

MAY 18, 2022

But most B2B products aren’t that easy to use. Even SMB leaders like Monday waited to go Freemium. Monday didn’t even add a Free plan until just before its IPO: Having said that, and importantly, it’s OK if Freemium only partially works — if it’s not your entire revenue stream: #1. More on that here.

SMB 210

SMB Pricing B2B Engineering 210

SaaStr

APRIL 30, 2021

120% NRR: Your revenue doubles in 5 years even with no new customers. 110% NRR: Your revenue doubles in 8 years even with no new customers. 100% NRR: Your revenue stays the same with no new customers. Top-tier for B2B enterprise software. Smartsheet’s NRR is 123% from SMBs. UiPath’s NRR is 145%.

SMB 233

SMB Benchmarks Enterprise B2B 233

SaaStr

OCTOBER 5, 2022

Especially if you are a B2B app not limited by regulations like a lot of fintech and others are. Solution Partners, i.e. the Channel, drive 43% of Revenue. And a lot of thing they are really something more enterprise than SMB. 50% of revenue from new customers, 50% from installed base.

Scale 260

Scale SMB Scaling B2B 260

SaaStr

DECEMBER 27, 2020

Those of us who’ve been around a while think of New Relic as a freemium and almost SMB tool, but today 77% of their revenue comes from accounts greater than $100k. New Relic’s net negative churn / net dollar retention has dropped to 98% in the last quarter, despite a record 77% of revenue being from the enterprise.

Scale 279

Scale Outsourced Development SMB Cloud 279

SaaStr

OCTOBER 31, 2023

With nine figures in revenue, Ariel and SaaStr founder and CEO Jason Lemkin talk about all things Navan, rebranding when you have brand equity, building B2B software for people, pricing and business models, and much more. It’s possible and even wonderful to create products for Enterprise and B2B that users love to use.

Payment Solutions 199

Payment Solutions Payments Travel Scale 199

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

Sales Hacker

OCTOBER 17, 2023

Prior to starting Blueprint in 2020, he worked for over fifteen years in various sales and sales management roles, building teams across presales, partnerships, SMB, Mid-Market, & Enterprise Sales. Our Sponsor Today’s episode is sponsored by DemandBase , Demandbase helps B2B companies hit their revenue goals using fewer resources.

Sales Hiring 104

Sales Hiring Sales Recruiting Interviewing SMB 104

SaaStr

DECEMBER 3, 2021

. #11 SaaStr 309: David Skok on The 9 Stage Model To Get A B2B Company To Get Repeatable, Scalable & Profitable Growth. #10 Lecturer and Former Hubspot CRO Mark Roberge on His Step by Step Guide to Revenue Growth. 1 SaaStr 221: HBS Sr. . #2 1 SaaStr 221: HBS Sr. The post The Top 25 SaaStr Podcasts of All Time!!

Scale 184

Scale Sales Hiring SMB Benchmarks 184

SaaStr

OCTOBER 4, 2023

A few things happened on the B2B side that show a cautious recovery… Klaviyo filed its S1 — the first great SaaS IPO since December of 2021 at $650M in ARR, growing almost 60% and profitable. We have recurring revenue and should predict the next quarter or two. Everyone spent way too much money in 2021. So there had to be a shock.

Sales Hiring 216

Sales Hiring SaaS Headcount Compensation 216

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. Who Is The Revenue Summit For? This event will teach executives the most innovative and actionable best practices to scale revenue.

Scale 66

Scale Customer Success Revenue Marketing 66

SaaStr

JANUARY 7, 2021

These 25 episodes dive into extremely important topics including how to build a B2B revenue model engineered for rapid growth, how to take care of your team in times of turmoil, and more. SaaStr 309: David Skok on The 9 Stage Model To Get A B2B Company To Get Repeatable, Scalable & Profitable Growth.

Scale 223

Scale Sales Hiring Scaling B2B 223

The Angel VC

APRIL 6, 2019

If you haven’t seen it yet, the central idea of the article was to look at how many customers you need, for a given ARPA, to get to $100 million in annual revenue and what this might mean for your sales and marketing strategy. Back in 2014, I wrote a post titled “Five ways to build a $100 million business”. Bye-bye, dear little fly!

SaaS 277

SaaS Scale Business SMB 277

SaaStr

JUNE 3, 2022

10 Mistakes in Building Out Your Revenue Organization: A CEO’s Perspective with Insider. 7 Secrets to a Successful SMB GTM Strategy with PayFit and Accel. How to Build a Performance Marketing Operation: What Roles, What Scope, and How to Start with Meta (Facebook)’s Head of B2B SaaS EMEA.

Mobile 201

Mobile Scale SMB Travel 201

Chart Mogul

AUGUST 15, 2019

Revenue-based financing is quickly becoming a popular way for startups to raise funds without sacrificing equity. You may have heard of Revenue-based financing (RBF), venture debt or hybrid structures blending a revenue or profit share concept with an equity ownership stake. A high-level look at Revenue-based financing (RBF).

Finance 85

Finance Payments Revenue Payment Solutions 85

SaaStr

JANUARY 10, 2022

So if you look at these companies that are all public and you look at their next 12-month revenue growth, super-strong revenue growth, and super strong enterprise value or market cap in trading. Sales certainly outnumber it overall in the pie chart, which is great. And I love that, but they both play a big role in the overall picture.

Sales Hiring 199

Sales Hiring Scale Revenue Pricing 199

FastSpring

APRIL 4, 2024

David Vogelpohl 00:04 Hello, everyone, and welcome to the Growth Stage podcast by FastSpring, where we discuss how SaaS and digital product companies can grow revenue, build meaningful products and increase the value of their businesses. And it’s like PLG, supposed to replace Sales Lead growth, but that doesn’t really work in b2b.

Scale 129

Scale Sales Payment Methods Merchant Services 129

SaaStr

AUGUST 12, 2022

Colin here, CEO of a startup, B2B SaaS, and raising a seed round right now. Have revenue, but early, so like 50K ARR after two months of charging for a product. Have revenue, but early, so like 50K ARR after two months of charging for a product. Now, revenue’s coming in looking good. Colin (@ctres): Hey, Jason.

Scale 178

Scale SaaS Payments Scaling SaaS 178

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. We’ve increased our global workforce by 106 percent in the last year, expanded our presence in EMEA and Australia, and grew revenue by 169 percent. Our SMB Clients.

Technical Review 92

Technical Review SMB Sales Hiring Finance 92

Sales Hacker

APRIL 1, 2021

We’ve heard from some of our community members that they feel like Revenue Operations has been severely misunderstood. Watch this video if you: Never want to misunderstand Revenue Operations again. Everybody wants one, but not everybody knows how to set one up.” — Feras Abdel , Senior Director of Revenue Operations at Outreach.

Sales Recruiting 92

Sales Recruiting Underperforming Technical Team Sales Hiring Scale 92

SaaStr

JUNE 24, 2020

Does Julie believe that marketing should be held accountable to a number tied directly to revenue? And with the move to SaaS models, building and selling B2B software is probably more similar to B2C than it is to traditional enterprise software marketing. In B2B, you’re really in a partnership with sales.

Scale 270

Scale Content Marketing B2C Branding 270

CustomerSuccessBox

DECEMBER 13, 2021

She helps her B2B customers exponentially increase their net profits by utilizing the missed revenue opportunities caused by churn. Trying to adapt successful enterprise or high touch innovations to SMB or self-serve environments. We asked her what she enjoys the most and the least in her line of work. Read on to know!

Customer Success 52

Customer Success Management SMB Innovation 52

Sales Hacker

SEPTEMBER 22, 2023

Establishing an inside sales team can enhance freemium conversion rates for enterprise-level B2B products by focusing on identifying and directly engaging high-priority leads. Mark Ghiasy , Head of Revenue & Growth If the product marketing is spot on, and there is good top of funnel traffic, free and paid sign ups will happen naturally.

Enterprise 88

Enterprise Scale Generative AI SMB 88

Sales Hacker

DECEMBER 29, 2023

20 GTM leaders answer the question: What is one widely held belief that revenue leaders have that you think is bull$ or no longer serving us? B2B and D2C being super different – the belief that they are super different. This week, however, is full of hot takes. When you’re ready, let’s get into it.

Scale 71

Scale Sales Hiring AI Generative AI 71

Chart Mogul

AUGUST 15, 2019

Revenue-based financing is quickly becoming a popular way for startups to raise funds without sacrificing equity. You may have heard of Revenue-based financing (RBF), venture debt or hybrid structures blending a revenue or profit share concept with an equity ownership stake. A high-level look at Revenue-based financing (RBF).

Finance 52

Finance Payments Revenue Payment Solutions 52

SaaStr

NOVEMBER 28, 2021

You can “graduate” out of founder-led sales pretty early with SMB sales, but enterprise is harder with long sales cycles and every deal mattering for a long time. And at scale, you pay 3x-5x bookings for SMB-enterprise. He was the only salesperson through the first 2 million of revenue. That’s where I learned. 3X, 4X, 5X.

Scale 171

Scale Sales Hiring Sales Recruiting Scaling 171

Sales Hacker

APRIL 10, 2018

This will then help you diversify your revenue, make your business more resilient to economic setbacks and help you plan for growth. 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. 3) Covering multiple segments.

SMB 72

SMB Strategy Outsourced Development Marketing 72