SaaStr

NOVEMBER 15, 2022

It does less in SMB. Vista’s investments are older, established SaaS companies with brands. Revenues are down in some categories, and not others, Growth is probably 20% more challenging than in the best of times. in ARR, so it’s second only to Salesforce in SaaS. And they spans dozens of leading vendors in SaaS.

Cybersecurity 297

Cybersecurity SMB Interviewing Enterprise 297

SaaStr

APRIL 13, 2021

Thank you @jasonlk for giving me the @saastr stage +4 yrs ago to share both my story & build @pagerduty 's brand … the Sunny Delight, solution to problem fit talk. It’s also an interesting contact to Zoom , Zendesk and Slack , which recently have seen enterprise and SMB growth be about equal post-Covid. #2.

SMB 319

SMB Enterprise Scaling Startup 319

SaaStr

SEPTEMBER 22, 2022

At SaaStr Annual 2022, Mailchimp Co-Founder Ben Chestnut sat down with SaaStr Founder Jason Lemkin to answer questions about the two-decade journey to $1 billion in annual recurring revenue (ARR). The Brand, the Breaking Point, and the Bootstrapping. The Deal With Intuit.

SMB 181

SMB Entertainment Acquisition Branding 181

SaaStr

DECEMBER 8, 2022

If at almost $2B in ARR, and a market-dominating brand, HubSpot has to still do RFPs … even when selling to medium-sized businesses … well get used to it. 50% or so of HubSpot’s revenue is international. Your revenue and ACV is just a small part of it. The average SMB now uses almost 300 (!)

Scale 227

Scale SMB Scaling Customer Success 227

SaaStr

OCTOBER 27, 2023

With two caveats… They have to close a significant amount of revenue themselves. 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. The good news at this stage is that the brand picks up at 10%. As a real brand, you’re in every deal.

Sales Hiring 234

Sales Hiring Scale Venture Capital Generative AI 234

SaaStr

JANUARY 3, 2021

The latter is basically sophisticated customer support IMHO, but done by revenue-focused professionals. Since you’d lose these prospective customers anyway, you can spend more of the ACV revenue received on the reps and not worry about the marketing costs. You don’t quite have Asana’s brand yet.

SMB 330

SMB Pricing Sales Metrics 330

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. At $4B of revenue of scale. in free-cash flow from its $4B in revenue. SMB growth in Cloud and SaaS is still going strong! GoDaddy generates $1.1B

SMB 294

SMB Cloud Scaling Investment 294

SaaStr

FEBRUARY 4, 2021

One was how my First Real VP of Sales Doubled Our Net New Revenue in 90 days. Leads had kept growing, but revenue growth had stagnated. In the end, it all boiled down to one metric we’ve discussed briefly before: He Doubled Revenue Per Lead. What was new was some of the anecdotes that came out of my talk.

Sales Hiring 343

Sales Hiring Sales SMB Pricing 343

SaaStr

MARCH 22, 2021

It is the video service, but it turns out almost every SaaS company, as it approaches a billion in revenue, needs a second product to scale, right? Folks that buy more from Procore, which is about to go public at 500 million revenue… Folks that buy three or more products stay longer and buy more. 4 Net Recurring Revenue.

Scale 181

Scale SMB Enterprise Branding 181

SaaStr

FEBRUARY 18, 2021

In VSB or SMB business apps, you can get to one million paying customers — but you really, really need something broad-based to get there. Today it’s a token amount of revenue for the product at nine figures in ARR. Yes 9% of their revenue is just about $100m. But it isn’t the source of 100% of revenue.

Business Model 281

Business Model Scale Business PayPal 281

SaaStr

OCTOBER 30, 2021

Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. My personal objective was simple, learn as much about SMB SaaS as I could and move on to another company to continue learning.

Scale 254

Scale Sales Hiring Sales SMB 254

SaaStr

MARCH 7, 2021

We did it by focusing on second-order revenue to generate low-cost leads, and by taking in 110%+ of our MRR each month in cash. Getting those logos, brands and names closed earlier in your company lifetime always pays off. Bigger customers have longer lifetimes are much more accretive to your brand. Less and you under-invest.

Part-Time VPE 258

Part-Time VPE Sales Recruiting Sales Hiring Scale 258

SaaStr

APRIL 28, 2019

Only 8% of Slack’s revenue last year was from direct conversion from Free to Paid — and that’s down from 10% the year before. Today, Slack has 575+ customers paying more than $100k a year, which important now accounts for 40%+ of its revenue. That’s way, way up from just 22% of revenue from $100k+ deals in 2017.

Scale 275

Scale Venture Capital SMB Enterprise 275

OPEXEngine

MAY 18, 2021

SaaS metrics are viewed differently at different stages of growth and for different sales models, primarily whether a company is selling into an SMB or enterprise marketplace. SaaS Metric #1 – Annual Recurring Revenue (ARR). Revenue from irregular overages should be bucketed together, separately from contracted ARR.

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

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. Roger Scott, CCO at New Relic, has seen first hand the importance of customer relationships in effectively scaling your product and revenue.

Scale 236

Scale Sales Hiring Scaling B2B 236

SaaStr

JUNE 23, 2021

I’m basically an SMB these days. It will increase your Revenue Per Lead substantially in the first few sales cycles for each new rep. Take the time to make sure your top brand ambassadors — your sales team — are doing that job first. Wrong / painful economic terms, even if price itself is OK. Yes, sales has to close.

Scale 275

Scale Sales Hiring Sales SMB 275

SaaStr

DECEMBER 29, 2019

it wasn’t until later on in 2007 that we had enough revenue to create a large enough group of customers to go on a 10 Year Journey with. Enterprise deals are nothing like SMB deals, most especially over the long term. This is the one thing you can really bank on in SaaS and with recurring revenue. Really, quite a lot.

Scale 345

Scale Churn Construction SMB 345

SaaStr

NOVEMBER 9, 2019

Churn much past 3% a month IMHO is not really recurring revenue anymore. You can survive in a very high churn VSB/SMB market, but your CAC has to be super low. This really is only sustainable with an epic brand. Because your revenue really does not recur at all. Not really. Not for a second year.

Scale 115

Scale Churn SMB Scaling 115

SaaStr

OCTOBER 4, 2019

As for Jeppe, prior to founding Pleo he was the CEO @ Nodes, a design and development house that worked with brands including Loreal, BMW and Lego. Why did Jeppe decide to focus on SMBs from Day 1? How does the product build in the early days differ when building for SMB vs enterprise? What changes? *

Scale 136

Scale SMB Technical Review Software Review 136

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? Spending time on building your brand as a CEO is a complete waste of time when it comes to press and stuff like that” ( Melanie Fellay – CEO and Co-Founder of Spekit). “In Cold calling.

Scale 71

Scale Sales Hiring AI Generative AI 71

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. Our growing team is dedicated to implementing innovative, adaptive, and data-driven digital marketing plans that help brands connect with their audience. Our SMB Clients.

Technical Review 92

Technical Review SMB Sales Hiring Finance 92

SaaStr

JUNE 27, 2019

Growing a company’s revenues, customer base, team, process, and product doesn’t just happen without major work and strategy. Erica Schultz, Chief Revenue Officer @ New Relic. Erica Schultz, Chief Revenue Officer @ New Relic. On our journey to a billion dollars in revenue, that’s the number that we have out there.

Scale 171

Scale Enterprise Scaling Sales Hiring 171

Stax

NOVEMBER 20, 2023

Participating in Small Business Saturday can help SMBs boost revenue, foster customer loyalty, and strengthen the local economy. With 71% of surveyed shoppers doing their holiday shopping on Small Business Saturday, SMBs can maximize holiday sales by participating. The 13th annual event is set for November 25th this year.

Payment Methods 88

Payment Methods Merchant Services Stax Payment Services 88

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 91

Sales Recruiting Underperforming Technical Team Sales Hiring Scale 91

Neil Patel

FEBRUARY 4, 2021

You may not know that behind the Neil Patel brand is a powerful and growing network of digital marketing agencies with offices around the world. Mike Kamo, Founder and Global CEO, NP Brands, is a leader in building, managing, and scaling businesses. NP Digital has had impressive growth, tripling in revenue in the last couple of years.

VP of Engineering 126

VP of Engineering Marketing Marketplace as a Service Social Media 126

OpenView Labs

DECEMBER 21, 2021

Are you a brand person?’ Sentry.io’s CRO, Chris de Vylder, former head of global SMB sales at Atlassian, shares four steps to grow a sales operations function in your organization. ” Stripe’s Head of Americas Revenue, Jeanne DeWitt Grosser, on choosing the right metrics to move from self-serve to upstream. . .

SMB 78

SMB Metrics Engineering Retention 78

Chart Mogul

AUGUST 5, 2021

Assembly is made up of three brands: Helium10, Refersion, and OrderMetrics. That product, Helium10, was built to help ecommerce brands optimize their Amazon performance. Whereas with SMB SaaS businesses, you find different scenarios. Adam Crawshaw, Assembly.

Retention 52

Retention Enterprise Entrepreneurship SaaS 52

Chart Mogul

AUGUST 5, 2021

Assembly is made up of three brands: Helium10, Refersion, and OrderMetrics. That product, Helium10, was built to help ecommerce brands optimize their Amazon performance. Whereas with SMB SaaS businesses, you find different scenarios. Adam Crawshaw, Assembly.

Retention 52

Retention Enterprise Entrepreneurship SaaS 52

Sales Hacker

AUGUST 7, 2020

Senior Vice President, Sales SMB. Sales Manager, SMB New Business Acquisition. Senior Vice President, Strategic Sales & Revenue. Predictable Revenue Inc. VP, SMB Essentials Sales. President | Chief Revenue Officer. Chief Revenue Officer (CRO). Chief Revenue Officer. Laura Mason Hoad.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

ChurnZero

DECEMBER 2, 2021

Cost centers always face scrutiny of cost cutting while revenue-driving teams have higher visibility to impact the business in a greater fashion. C ommunity is your brand’s biggest billboard and welcome mat. In many ways, community is the first interaction with your brand. Many are growing topline revenue very quickly.

Customer Success 98

Customer Success Technical Review Scale Compensation 98

SaaStr

DECEMBER 28, 2022

Roughly, once you (x) have an established brand, and (y) have a marketing engine that is working, and (z) most importantly, once demand gen has finally become somewhat routine … you’ll need a CMO. If you aren’t … then stress will grow as the budget and hiring grow, unless the revenue follows almost instantaneously.

Scale 65

Scale Sales Hiring Growth Hacking SMB 65

User Pilot

JULY 18, 2023

Types of churn rates you should calculate: customer churn rate, revenue churn rate , and involuntary churn rate. To calculate the revenue churn rate, divide the net revenue lost from existing customers in a given period by the total revenue at the beginning of the period. Monthly recurring revenue.

Churn 90

Churn Payments SaaS Payments Payment Solutions 90

Sales Hacker

JANUARY 9, 2023

Related: How to Transition from SMB to Enterprise: Tips from 3 Experts. SMB, mid-market, and enterprise defined. SMB, mid-market, and enterprise defined. Selling to SMB. SMB, mid-market, and enterprise: What’s the difference? SMB: Small and Medium-Sized Businesses. They have between $5-10M in annual revenue.

SMB 91

SMB Scale Enterprise Marketing 91

SaaStr

DECEMBER 7, 2022

Revenue Confidential with Rippling and Founders Fund Sam Blond, Partner at Founders Fund Matt Plank, VP Sales at Rippling. Secrets to SMB at Scale with Hubspot CEO Yamini Rangan and Jason Lemkin, Founder & CEO at SaaStr. *All times are in PT (Pacific Time). 8:00-9:00 AM PT. 9:00-10:00 AM PT. 10:00-11:00 AM PT. 11:00 AM-12:00 PM PT.

Scale 34

Scale VP of Engineering Scaling SMB 34

CustomerSuccessBox

MAY 25, 2021

Loyal customers contribute to your revenue growth through Upsells, providing referrals, and advocacy. The Net Retention Rate (NRR) and Gross Retention Rate(GRR) show retention in terms of revenue retained over a period of time whereas Customer retention Rate or Logo Retention Rate show retention in terms of the number of customers.

Retention 52

Retention Metrics Outsourced Development SMB 52

Sales Hacker

JULY 21, 2023

And I see a lot of teams get this wrong, they don’t think about the fact that there’s an Enterprise motion, there’s a mid market motion and there’s SMB motion. We would consider SMB more of a low touch. You want to be able to make sure you break these up. The baseline is your firmographic data. Low insight?

Scale 52

Scale Strategy SMB Enterprise 52

Neil Patel

DECEMBER 16, 2021

Blogs allow customers to build trust and relationships with brands. Getting involved in other forums is a great way to spread the word about your brand (and sprinkle backlinks around the web). The more you comment, the more brand awareness you generate. You can also monetize your YouTube videos to open a new revenue stream.

Social Media 145

Social Media Strategy Marketing Business 145