SaaStr

FEBRUARY 14, 2024

The report provides a definitive overview of the customer success landscape and features insight from more than 1,200 CS leaders worldwide — making it the largest study in the industry for customer success. I still think it’s tough, but it’s not clear exactly who owns what.” What’s the next deal?

Customer Success 240

Customer Success Sales Hiring Scale AI 240

SaaStr

MAY 23, 2023

So leading growth stage VC Iconiq has published its latest and very detailed Definitive Guide to Sales Compensation here. Enterprise Quota:OTE ratios are higher (5x+), SMB is a bit lower, but at the end of the day, you need to close 4x-5x what you take home. #2. Everyone should have a read. SDRs $85k-$95k. Makes sense to me.

Scale 272

Scale Compensation Sales SMB 272

Chart Mogul

SEPTEMBER 15, 2023

For years we have been reading and hand-picking the best SaaS blog posts to share with 24K+ SaaS Roundup subscribers. Subscriber or not, anyone who wants to increase their SaaS knowledge will benefit by reading the … For years we have been reading and hand-picking the best SaaS blog posts to share with 24K+ SaaS Roundup subscribers.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

SaaStr

FEBRUARY 13, 2021

Its definitely at least a Cloud infrastructure and applications company for SMBs: And its also a great case study of learning how to sell and market to SMBs at scale. What are 5 Interesting Learnings we can take away from GoDaddy at $4B in ARR? SMB growth in Cloud and SaaS is still going strong! Not too shabby!

SMB 301

SMB Cloud Scaling Investment 301

SaaStr

APRIL 30, 2021

A solid yardstick for a product that is 50/50 enterprise and SMB, with a great Free edition. A solid yardstick for a product that is 50/50 enterprise and SMB, with a great Free edition. Smartsheet’s NRR is 123% from SMBs. This is probably about as good as it gets for SMBs. UiPath’s NRR is 145%.

SMB 258

SMB Benchmarks Enterprise B2B 258

SaaStr

DECEMBER 12, 2023

What you need to do instead is leverage more content and intent data. What is your Ideal Customer Profile? Let’s look at common mistakes in SaaS GTM playbooks and what to focus on instead. Equally important is what you aren’t going to focus on. The reality is that the way we sell now should be focused on the buyer.

Point of Sale 252

Point of Sale Forecasting Technical Review SMB 252

SaaStr

OCTOBER 11, 2023

monday hasn’t missed a beat, but before we dive into their secrets, let’s first learn where it all started and what they do today. The first use case was project management, and it’s what many people think monday is. You don’t need to tell the whole story from the beginning, especially when you sell to SMBs,” shares Zinman.

Scale 164

Scale Sales Hiring Scaling Banking 164

SaaStr

DECEMBER 20, 2023

So to serve both segments at the simultaneously, ZoomInfo has been rolling out a Product-led sales motion, that gives the ability for an SMB customer to sign up directly on their website for a free trial and grow into a paid customer, without ever having to talk to an sales rep or go through a demo process. Is it Cheaper or Better to go PLG?

New CTO 257

New CTO Scale Sales Hiring AWS 257

SaaStr

OCTOBER 27, 2023

Catch up on part one here , where he deep dives into what he really thinks about AI, Sales and lead Gen for SaaS in 2024. Q: What About Success for Founders Who Don’t Have A Network? If you can’t check all of those boxes that definitely make things a little easier for you, then the only box you can check is revenue. They don’t.

Sales Hiring 248

Sales Hiring Scale Venture Capital Generative AI 248

SaaStr

JUNE 13, 2019

I write a blog at tomtunguz.com that focuses a lot of early stage start-ups and uses a lot of data in order to illuminate different topics. Being on the board of some of these companies, we’re often asked a question: What is the most effective way to structure a free trial? Can we get the slides on the presentation? Ready to go?

Scale 213

Scale SMB Sales Hiring Payment Services 213

SaaStr

JUNE 9, 2021

What I knew of HackerRank: a good startup that didn’t yet have great sales execution. And here is why: You have no idea what the territories are worth. What’s most important is that sales people have an equivalent opportunity to be successful. I thought it was a great checklist for all of us to take a look at.

Scale 273

Scale Sales Recruiting Sales Hiring Sales 273

SaaStr

APRIL 14, 2023

Ask yourself these simple questions: Does the investor know what you’re doing? Mistake #2: Labeling The Value Prop Too Soon Founders at this stage often don’t know enough about their customers to define the value prop, so don’t be so quick to nail it down and say, “This is what our value prop is.” That’s a mistake.

Development Team Review 227

Development Team Review Technical Review Underperforming Technical Team SMB 227

SaaStr

FEBRUARY 4, 2021

What was new was some of the anecdotes that came out of my talk. What can we learn from it? Well first let’s examine the things he didn’t do in Those First 90 Days and that couldn’t change, by definition: He didn’t bring in any new prospects or customers that closed in 90 days. ” And so he did.

Sales Hiring 343

Sales Hiring Sales SMB Pricing 343

SaaStr

AUGUST 7, 2023

Jason Lemkin, Founder of SaaStr, and co-founders and CEOs, Eran Zinman and Roy Mann of the wildly successful monday.com chat with Startup For Startup about ARR, NRR, CAC, and what it takes to beat the odds in a tougher environment. For a quick recap on SaaS metrics: What is ARR in SaaS? Read More: What’s The Right CAC These Days?

Metrics 199

Metrics SaaS Sales Hiring Finance 199

SaaStr

AUGUST 30, 2023

You might not be DocuSign, but for SMBs in France in retail, you are number one. You can filter your search by industry, whether you’re SMB, mid-market, or Enterprise, etc. G2 is a unicorn startup that’s stayed in the game for over a decade. Now, there are at least 100k verified SaaS apps on G2, which is huge. How do I trust them?

AI Search 204

AI Search AI ChatGPT Software Review 204

SaaStr

JUNE 23, 2021

SDRs are great, but oftentimes SMBs don’t want to be qualified. I’m basically an SMB these days. Let me know what I can do to help you get going with us!”. So just a few thoughts here: An untrained rep will kill a deal a trained rep can definitely close. A prospect’s time is always valuable. Sales is there to serve.

Scale 285

Scale Sales Hiring Sales SMB 285

SaaStr

JANUARY 21, 2020

It’s an SMB SaaS company in the healthcare technology vertical. It surprises me because that is not my definition of culture. So today we’re going to talk about my very personal definition of culture. So today we’re going to talk about my very personal definition of culture. Hey everyone.

Sales Recruiting 262

Sales Recruiting Sales Hiring Scale Sales 262

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. What did I learn from that experience? Bye-bye, dear little fly!

SaaS 277

SaaS Scale Business SMB 277

SaaStr

MARCH 17, 2021

You definitely don’t want to hire some SVP of Sales at Salesforce to come be your VP of Sales at $1m in ARR — that we can all agree on. They almost always came up through SMB / corporate sales. Focus on what they’re doing well, and help them backfill their weakness. That creates issues on many levels.

Sales Hiring 292

Sales Hiring Sales Recruiting Scale SMB 292

SaaStr

NOVEMBER 22, 2021

Who knows what this app is? Both, what are the drivers of growth and how do you build for growth? What does that mean? What else did we find? And what else did we find? Here what do you see? At the heart of product-led growth is the user. Transcript. Hi, everyone. Nice to see you all.

B2C 284

B2C Scale Consulting Software Review 284

SaaStr

NOVEMBER 28, 2021

And I just started blogging my mistakes and that blog (SaaStr) took off. I’d never done any investments before, but I just invested in some of the founders that were fans of the SaaStr blog and it worked out okay. In the early days, you might have to pay a rep 100% of what they close just so they can eat.

Scale 192

Scale Sales Hiring Sales Recruiting Scaling 192

OPEXEngine

MAY 18, 2021

In this blog, we are looking at the business metrics that can be measured quantitatively and providing a few insights on how investors analyze them. We’ve talked to dozens of our SaaS customers, as well as investors to learn more about what is happening with these key metrics. trillion dollars. Usage Fee-Based ARR.

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

SaaStr

JANUARY 12, 2022

Another top mistake SMB folks make trying to sell enterprise. If you got a lengthy heads-up, you know why, and what to improve next time. Customer concentration is definitely a risk, but sometimes one worth taking. They just don’t map out all the stakeholders. This is the right way to think about it. More on that here.

CTO Hire 284

CTO Hire Sales Hiring New CTO CTO 284

SaaStr

NOVEMBER 20, 2020

You’ve got the better product, by definition, at least for some customers (because otherwise, they’d all go for #1). Look at what Zoom did to WebEx. Look at what Slack did to HipChat. Real Estate or Healthcare or whatever) where you are weak, or pushing upmarket even if you are strong in SMB. Probably True.

SaaS 336

SaaS Scale Healthcare SMB 336

SaaStr

JUNE 1, 2021

Turns out a founding team of six MBAs creating a full suite of products sold solely to SMBs can become a multi-million dollar public company in nine years – and continue growing rapidly ($77.6 “From Day 0 to IPO: What Went to Plan, What Most Certainly Didn’t” at SaaStr Annual 2016 from saastr.

Part-Time VPE 227

Part-Time VPE Technical Cofounder CTO Hire New CTO 227

SaaStr

JULY 11, 2019

Join Tiago as he shares Talkdesk’s unconventional journey and what it takes to build a top-valued brand. You’ll see what a unicorn looked like before they got their first investment. You go from the leanest organization and very small SMB, to closing seven figure TCVLs for enterprise. Transcript. For two years.

Sales Hiring 263

Sales Hiring SMB Scale Cloud 263

SaaStr

MARCH 1, 2019

He is also the co-author of Winning with Data: Exploring the Cultural Changes Big Data Brings to Business. * Annual contracts: To what extent do annual contracts dominate today? How does this differ when comparing enterprise to SMB? What are the dangers there? How does this differ when comparing SMB to enterprise?

Scale 116

Scale SMB Sales Recruiting Sales Hiring 116

SaaStr

JUNE 27, 2019

You may not know exactly what we do. Today, we have more than 17,000 customers, including 50% of the Fortune 100, and the 17,000 customers are broken up into what we would call about 2,000 enterprises and you see a lot of our current customers up there. So what do I mean by that? The first is a migration to the cloud.

Scale 178

Scale Enterprise Scaling Sales Hiring 178

SaaStr

NOVEMBER 19, 2019

Learn what it takes to create your own category, achieve scale in a niche SaaS vertical and how it requires more than just discovering an unmet need. In this session, hear from three women who founded, funded and are leading WebPT, one of the nation’s fastest-growing SaaS companies in the specialty electronic medical record sector.

Scale 169

Scale SMB VP of Engineering Leadership 169

SaaStr

AUGUST 12, 2022

Or is it really just kind of what people are saying, it’s like, well, it’s a slower process and it’s in a slow down.? And then I’ll answer your question, even radically a bit different than what we’re used to. Jason Lemkin: Today certainly is an interesting week. And the term sheet we got was preemptive.

Scale 201

Scale SaaS Payments Scaling SaaS 201

SaaStr

AUGUST 19, 2022

Michiel Rauws: And there’s two strategies we’re going after, one strategy is what we did before, so focus on insurance, which is very slow, and then the health systems that are faster, and then EAPs that are faster. And I suspect that’s what the issue. So much talk about doom and gloom. So much talk about downturn.

Scale 218

Scale Sales Hiring Scaling VP of Engineering 218

Incredo

SEPTEMBER 24, 2019

Why shouldn’t you copy what others do? The main reasons include: A) you can’t exactly know what goals your competitor was pursuing with his tactic. $157 billion … That’s the expected total size of software-as-a-service industry for 2020! Better understanding, better decisions, better chances to compete for the long term.

Social Media 188

Social Media SaaS Software Review Technical Review 188

SaaStr

MARCH 31, 2022

What you’ll see in that cloud spend box is actually Gartner’s 2020 estimate for infrastructure as a service spending for companies, which was $50 billion. And what’s also interesting about that is these are the two fastest growing IT spend categories in CIO’s portfolios with 24% year over year growth.

Scale 206

Scale Marketplace as a Service Cloud SaaS Payments 206

SaaStr

JANUARY 10, 2022

Anne Raimondi: So in the metrics, what we wanted to just show in terms of proof, why do we believe in it, we’ve seen it in action, but where else has this played out? They benefit from a lot of data already on what teams and organizations are getting value from. Amanda Kleha: Yes.

Sales Hiring 222

Sales Hiring Scale Revenue Pricing 222

OpenView Labs

OCTOBER 21, 2019

Editor’s Note: This article first appeared on the Avenue Talent Partners’ blog here. . Most definitions of enterprise sales sound something like this: “A long sales process involving multiple stakeholders, large deal sizes, and a high perceived risk by the buyer.”. The true definition of enterprise (or complex) sales.

Sales Hiring 40

Sales Hiring Enterprise Scale SMB 40

SaaStr

JUNE 10, 2020

And so today I’m looking forward to sharing some of those learnings and what I’ve seen. So I think a ten-second background on us and what we do. As you imagine, you’re looking at your costs and what you can really adjust. So I’ll talk a little bit about what we did to focus on our customers.

Travel 176

Travel Marketing Scale Outsourcing Services 176

User Pilot

JULY 18, 2023

Use churn surveys to understand what went wrong. What is customer churn? You will have data sets for analyzing your churn/retention history, which will better position you to make intelligent business decisions. TL;DR Customer churn is the rate at which users discontinue their subscription or stop using a particular product or service.

Churn 81

Churn Payments SaaS Payments Payment Solutions 81