FastSpring

DECEMBER 7, 2023

As the Director of Corporate Development & Strategic Partnerships at WP Engine , Carl has worked on many acquisitions and partnerships, including brands like Flywheel, Perfect Dashboard, Block Lab, and recently, Delicious Brains. “This is everyday for me, so I love talking about it,” says Carl Hargreaves about mergers and acquisitions.

Software Review 128

Software Review Technical Review Development Team Review Branding 128

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

DECEMBER 8, 2022

At SaaStr Scale this year, Yamini Rangan, CEO of HubSpot joined us, and I thought it was really an A+ discussion. 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. A great simple insight into scaling globally.

Scale 227

Scale SMB Scaling Customer Success 227

SaaStr

JANUARY 24, 2021

“From Burn-Out to $100M in ARR with Jason Cohen of WP Engine” A SaaStr Classic on how to really cope with the long road to scale. #5. “Lessons from Gorgias: How to Close your First 1000 Customers Based Solely on Data” Gorgias is now the fastest-growing contact center solution, with 5,000+ SMB customers. .

Scale 254

Scale SMB Scaling Engineering 254

SaaStr

JULY 13, 2023

Being very careful here is especially critical with SMB SaaS, where the ACVs are lower. but both agreed that their brand marketing clearly works. #3. Even today, most SaaS VCs would have trouble believing a $2k ACV product like Monday could truly scale. But scale it has. #4. Ultimately, at scale, everything is NRR.

SMB 176

SMB Scaling Metrics B2B 176

SaaStr

JUNE 27, 2019

Erica has led New Relic through massive growth, scaling the company’s enterprise business 10x since she joined the business pre-IPO. Erica will share the five critical steps (and some lessons learned along the way) for scaling in the enterprise. We operate at great scale. Want to see more content like this? We were driving it.”

Scale 171

Scale Enterprise Scaling Sales Hiring 171

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. SaaS is profitable at scale. SMB growth in Cloud and SaaS is still going strong! GoDaddy generates $1.1B

SMB 294

SMB Cloud Scaling Investment 294

Intercom, Inc.

DECEMBER 5, 2019

Unarguably one of the biggest brands in the world today. On this week’s episode of Scale, Matt Rogers, Head of SaaS Initiative at Google, is here to enlighten us. This is Season Two of Scale , Intercom’s podcast series on moving from startup to scale-up. Big enterprises are super demanding.

Scale 118

Scale Scaling Artificial Intelligence Business 118

SaaStr

JULY 22, 2022

The last few years have certainly tested marketers, but 2022 serves up a brand new array of challenges. In the eye-opening session, these marketing leaders discuss the market pulse, impactful branding, and strategies for the future. Economic Climate, Customer Behavior, & Market Trends. How do I engage my customers?

B2C 216

B2C Scale Marketing Sales Hiring 216

SaaStr

NOVEMBER 15, 2022

It does less in SMB. Vista’s investments are older, established SaaS companies with brands. in ARR, so it’s second only to Salesforce in SaaS. And they spans dozens of leading vendors in SaaS. So Vista knows exactly what’s going on in SaaS buying now, especially enterprise and mid-market.

Cybersecurity 297

Cybersecurity SMB Interviewing Enterprise 297

Tom Tunguz

SEPTEMBER 17, 2012

SMB SaaS companies cannot afford to pay for distribution. The most successful SMB SaaS companies (Zendesk, Expensify, Square) build communities to drive distribution. The most successful SMB SaaS companies (Zendesk, Expensify, Square) build communities to drive distribution. Those communities reinforce and build a brand.

SMB 100

SMB SaaS Branding Subscription 100

SaaStr

OCTOBER 27, 2023

Building and scaling a startup isn’t for the faint of heart and often comes with many ups and downs that SaaS veterans have experience in. They have one salesperson but want to skip having two scaled reps and immediately hire the VP of Sales. The good news at this stage is that the brand picks up at 10%.

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Sales Hiring Scale Venture Capital Generative AI 234

SaaStr

MARCH 31, 2022

This episode is an excerpt from a session at SaaStr Scale. So I think just opening your aperture when you’re thinking about marketplace, not assuming it’s just a small commercial SMB market sales. See why the biggest brands in the world rely on bandwidth and sign up for a free trial at bandwidth.com/SaaStr.

Scale 191

Scale Marketplace as a Service Cloud SaaS Payments 191

SaaStr

NOVEMBER 9, 2019

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. So to grow here, you have to have such a strong brand that it brings in an ever increasing number of leads consistently. MoM churn, where would you focus your energy to scale?

Scale 115

Scale Churn SMB Scaling 115

SaaStr

DECEMBER 5, 2023

For many, moving upmarket makes sense to scale. You always have to build more relationships within the customer organizations Gong, as an example, started as an SMB platform and went to Enterprise. In the early days, their brand marketing was the left image. The solution for this challenge? Gong is a good example.

Scale 182

Scale Enterprise readiness compliance Enterprise 182

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 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? We see so many other leaders adding them as they scale, and we track this, and the ones that actually have slowed down after a billion, are the ones that didn’t. It’s crazy.

Scale 181

Scale SMB Enterprise Branding 181

SaaStr

JANUARY 7, 2021

Whether it was our interview with Podium’s Eric Rea on how he scaled with a team outside the Bay Area before it was really considered an option, or TripAction’s Megan Eisenberg on how to prioritize trade-offs in marketing without sacrificing pipeline, we’ve covered the gambit of relevant topics throughout the year. .

Scale 236

Scale Sales Hiring Scaling B2B 236

SaaStr

AUGUST 30, 2023

When he came back to G2, his co-founder, Tim Handorf, had scaled the platform and got it to critical mass. You can filter your search by industry, whether you’re SMB, mid-market, or Enterprise, etc. It was a long, slow slog in the beginning, so much so that Abel built and sold SteelBrick to Salesforce during that time.

AI Search 188

AI Search AI ChatGPT Software Review 188

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. But even there, it slowed down after that , and it shows just how many millions of folks you need to be truly actively using your utility to make freemium scale to the nine-figure level.

Business Model 281

Business Model Scale Business PayPal 281

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. Before that, Jeppe was the CFO @ Tradeshift where he first hand saw their scaling to 190 countries with offices in 6 different locations. Loving our podcast content? What changes? *

Scale 136

Scale SMB Technical Review Software Review 136

SaaStr

FEBRUARY 16, 2021

This does nothing for your brand. They give you scale. Almost always, SMBs suffer. So at least send the SMB leads to a rep just working those ones. You’ll be shocked with some of the things you learn here as you scale. No one likes to be broken up with, folks. That Maybe They Shouldn’t Be. A lot more.

Scale 191

Scale Sales Hiring Sales SaaS 191

SaaStr

MARCH 7, 2021

This is also one of the least expensive (in terms of hard costs) things you can due to help the company scale in this phase, and beyond. Once you approach Initial Scale, it’s worth at least considering bring on some strategic debt if not equity. Bigger customers have longer lifetimes are much more accretive to your brand.

Part-Time VPE 258

Part-Time VPE Sales Recruiting Sales Hiring Scale 258

SaaStr

JUNE 23, 2021

I’m basically an SMB these days. But as you scale, that doesn’t work. 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. I don’t have patience for any contract that is so long it requires legal review.

Scale 275

Scale Sales Hiring Sales SMB 275

SaaStr

DECEMBER 7, 2022

SaaStr Scale is our biggest digital / on-line event of the year and its streaming LIVE TODAY – Wednesday, December 7th! SaaStr Scale is starting soon and will be live streaming today! . Secrets to SMB at Scale with Hubspot CEO Yamini Rangan and Jason Lemkin, Founder & CEO at SaaStr. 9:00-10:00 AM PT.

Scale 34

Scale VP of Engineering Scaling SMB 34

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. Growth Stage – Scaling the Business, and . NRR benchmarks depend on whether you are selling into the SMB or enterprise market. .

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

SaaStr

APRIL 28, 2019

As part of our new 5 Interesting Learnings series, here are a few: Freemium continues to scale for Slack, but now more as a lead gen tool. All the great SaaS companies IPO’ing now have strong revenue retention, whether SMB or enterprise focused. Many folks think that Freemium has a natural ceiling, and perhaps sometimes it does.

Scale 275

Scale Venture Capital SMB Enterprise 275

OpenView Labs

JANUARY 12, 2022

From there, the most well-traveled path takes an organization into the realm of brand development, and finally to the third pillar of community. . “For Most companies test the waters with a SMB and/or freemium offering , and then work their way up to staking out territory in the mid-market and enterprise arenas. Mid-market ?

Leadership 76

Leadership SMB Underperforming Technical Team Scale 76

SaaStr

DECEMBER 29, 2019

As you scale, your competitors will try to do Rip-and-Replace deals. Enterprise deals are nothing like SMB deals, most especially over the long term. SAP, Oracle, Concur, Ariba, Successfactors … you can take some shots at these oldie products, but these brands endure for decades. Run the tables here.

Scale 345

Scale Churn Construction SMB 345

Sales Hacker

DECEMBER 29, 2023

I think that it’s great that we’ve gotten so data-driven, but I do think that while there is a big science part of it, there’s also a lot of art to it” ( Dave Gerhardt – former Chief Brand Officer at Drift, current Founder and CEO of Exit Five). Cold calling.

Scale 71

Scale Sales Hiring AI Generative AI 71

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. This episode is sponsored by TaxJar. Because at a startup, you figure out how to be scrappy and get things done.

SMB 179

SMB Scale Startup Marketplace as a Service 179

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. They want to execute their own vision for how to scale. Maybe a VP of Marketing. But over time, things will change.

Scale 65

Scale Sales Hiring Growth Hacking SMB 65

Sales Hacker

JULY 21, 2023

The first 13 years of Jason’s career were focused on building and scaling companies from pre-seed through series D. RevShoppe has helped teams like DocuSign, Adobe, Pinterest, Patient, Pop, many, many more fantastic sales teams build and scale their outbound programs. We would consider SMB more of a low touch. Low insight?

Scale 52

Scale Strategy SMB Enterprise 52

SaaStr

DECEMBER 3, 2020

What was Sam’s biggest lesson from scaling the sales team at Dropbox? If we take them one by one, what were your biggest lessons from scaling the team at Dropbox? ” But we also get people going on SMB leads regardless of the segment that they’re there to sell, just so they can get some at bats under their belt as well.

Scale 171

Scale Sales Hiring Sales Recruiting Sales 171

Tom Tunguz

JUNE 19, 2016

The company positions itself in the market as a premium brand. Positioning Expensify markets itself as an irreverent brand, a marketing message that resonates with the individual users who in a sense ‘rebel’ and choose a different expense management product. Apple sells its products in glorious, well lit and modern stores.

Pricing 115

Pricing Startup Strategy Development 115

SaaStock

JANUARY 25, 2019

Omie main goal is to bridge the efficiency gap in Brazilian SMB, helping customers to be more prosperous. Omie is the only SaaS company figuring among 100 fastest growing SMB in Brazil, according to Deloitte Consulting, ranking #3. It allows the easy creation of branded online academies. CEO : Marcelo Lombardo. Founded : 2013.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

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 Marketing Services. Clients of NP Digital. Careers with NP Digital.

VP of Engineering 126

VP of Engineering Marketing Marketplace as a Service Social Media 126