Tom Tunguz

OCTOBER 9, 2016

What are the attributes of the ideal SMB SaaS company, an entrepreneur asked me recently. I believe that the next wave of SaaS companies will be centered around workflows, Event Driven SaaS , and this extends to SMB SaaS. Building a brand that is synonymous with a category is a huge strategic advantage. Sales & Marketing.

SMB 100

SMB SaaS Acquisition Education 100

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 327

SMB Enterprise Scaling Startup 327

SaaStr

SEPTEMBER 22, 2022

The Brand, the Breaking Point, and the Bootstrapping. Mailchimp has always garnered attention and interest with its off-the-wall, standout branding strategy. As successful as Mailchimp was and continues to be with the SMB target, they realized they needed to adjust their strategy for their customers as their business grew.

SMB 193

SMB Entertainment Acquisition Branding 193

SaaStr

NOVEMBER 7, 2023

Only the very best and most driven reps that have sold solely with a brand behind them can sell well without one. Sales is always hard, but it’s just very different at a top brand. It’s radically different at an upstart without a brand. A related point. The prospects come in mostly knowing you, and what they want.

Sales Hiring 180

Sales Hiring Sales SaaS SMB 180

Tom Tunguz

OCTOBER 17, 2023

Raj started his career as a marketing manager at Cisco focused on the SMB market. Raj writes about Outbound Marketing Fury, A style of marketing that raises awareness without spending significant brand dollars using controversial content. Last a short stint at Palo Alto Networks before becoming CMO at 1Password.

GCP(Google Cloud Platform) 144

GCP(Google Cloud Platform) Marketing SMB Cloud 144

SaaStr

DECEMBER 26, 2020

The startups I’m involved with that have happy SMB customers have much higher brand awareness around $10m in general than those that don’t. This makes the SMB leads worth a lot more than just their direct lifetime value. Don’t stay in SMB if your NPS there is 5 and your NPS in enterprise is 40+.

SMB 349

SMB Sales Hiring Marketing Enterprise 349

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 308

Cybersecurity SMB Interviewing Enterprise 308

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

JANUARY 24, 2021

. “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. Take a look back at how they got their first 1,000 SMB customers here. #8.

Scale 259

Scale SMB Scaling Engineering 259

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. The average SMB now uses almost 300 (!) Secrets to SMB at Scale with HubSpot and SaaStr's CEOs [link]. Even HubSpot is seeing the same.

Scale 247

Scale SMB Scaling Customer Success 247

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 234

B2C Scale Marketing Sales Hiring 234

Sales Hacker

SEPTEMBER 25, 2019

Enterprise sales is hard, which is why most businesses start as an SMB org and grow into an enterprise org. So let’s look at how to drive sales in a high-growth situation, so the transition from SMB to enterprise is smoother (and faster). 2 rules for transitioning from SMB to enterprise. That’s not hard to believe.

SMB 73

SMB Enterprise Strategy Compensation 73

SaaStr

MAY 8, 2024

You have a mini brand as you get to a few million in revenue. For sales, we lost a little of the picture in 2021, but for all eternity in software, we’ve had 3x, 4x, and 5x multiples for SMB, Mid-Market, and Enterprise, respectively. You’re trying to grow and put points on the board. You’re not Dropbox growing 6% a year.

Metrics 217

Metrics Scale Sales Hiring SaaS 217

SaaStr

JANUARY 16, 2023

Mike Wiacek, CEO at Stairwell, Mo Jebrini, CTO at Mashvisor, and Michael Ermolenko, CTO at Inworld.ai, discuss with Helene Ambiana, Global SMB and Startups Marketing Director at Google Cloud, how they overcame the hurdles of scaling and reached their goals. . Build an irreplaceable team . Teams are the foundation of all successful projects.

Scale 206

Scale CTO Hire Cloud Scaling 206

SaaStr

JANUARY 3, 2021

OK, so if an SMB rep needs to make say $80-$100k in OTE (base + bonus) … and you need to clear say $300k in revenue from that rep to make the math work on your side … at say 100 closed deals a year, to bring in $300k to the company, each deal has to have a $3,000 ACV on average. You don’t quite have Asana’s brand yet.

SMB 336

SMB Pricing Sales Metrics 336

SaaStr

NOVEMBER 22, 2020

SMB to Enterprise, decide which you want to start with and toward which you want to move. Brand includes your company values, Heritage/story, packaging, convenience, customer support, quality, segment focus, and positioning, all of which can differentiate your company from others with similar products. Geographic regions.

Scale 319

Scale Scaling Technical Review Systems Review 319

SaaStr

FEBRUARY 13, 2021

SMB growth in Cloud and SaaS is still going strong! There’s no seeming ceiling to the number of SMBs than can now buy SaaS and Cloud products. A bit of a challenge to the notion of the power of brand at scale. Million More Customers in 2020. Freemium is back! in marketing/ads in 2020. They did acquire 1.4

SMB 308

SMB Cloud Scaling Investment 308

SaaStr

OCTOBER 27, 2023

The good news at this stage is that the brand picks up at 10%. In Enterprise, it’s often around 100 customers, mid-market is about 1000, and in SMB, you’re lucky to get to 10000 customers without hitting significant headwinds. As a real brand, you’re in every deal. So, it becomes easier in some ways and harder in others.

Sales Hiring 250

Sales Hiring Scale Venture Capital Generative AI 250

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. The rule was spend to an 8 month CAC, but not a day longer. Monday’s ACV was only $2k. But still they set aside enough to experiment. They even ran a Super Bowl ad.

SMB 185

SMB Scaling Metrics B2B 185

SaaStr

DECEMBER 5, 2023

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. Another lesson learned from this challenge is you actually need to engage a lot more stakeholders. Gong is a good example.

Scale 196

Scale Enterprise readiness compliance Enterprise 196

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 269

Scale Sales Hiring Sales SMB 269

SaaStr

MARCH 22, 2021

Their SMB customers quintupled, right? And so what happened was, even though they added a thousand customers paying $100,000 or more a year, actually the revenue count skewed more SMB, because they grew even faster. And I don’t know why for sure, Zoom group more than the others, but it’s a reminder that brands matter.

Scale 194

Scale SMB Enterprise Branding 194

SaaStr

FEBRUARY 4, 2021

In particular, he saw that our most junior SMB sales rep had incredible talent, and immediately promoted him. They came from companies with strong brands, where the real competition was budget — not another vendor. That probably tripled the productivity of those leads in process. He embraced competition.

Sales Hiring 346

Sales Hiring Sales SMB Pricing 346

SaaStr

APRIL 4, 2022

Performance Marketing: Performance marketing focuses on driving volume and velocity through owned and paid ‘always on’ programs for net new leads acquisition for self serve, SMB, and enterprise accounts horizontally. . Top-of-funnel programs- Top-of-funnel programs are primarily focused on building brand or product awareness.

Scale 248

Scale Revenue Scaling Marketing 248

SaaStr

JUNE 23, 2021

I’m basically an SMB these days. Take the time to make sure your top brand ambassadors — your sales team — are doing that job first. I lose patience here and move to a vendor I can just deploy without being forced to talk to an SDR that just wants to force me to get on the phone and screen me but doesn’t get me going now.

Scale 282

Scale Sales Hiring Sales SMB 282

SaaStr

AUGUST 30, 2023

You can filter your search by industry, whether you’re SMB, mid-market, or Enterprise, etc. Every product plays into the overall brand platform because the quality and satisfaction of your product are important to everyone — investors, partners, employees, customers, etc. Let’s look at an example.

AI Search 198

AI Search AI ChatGPT Software Review 198

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

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 144

Scale SMB Technical Review Software Review 144

SaaStr

MARCH 7, 2021

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. Field vs. mid-market vs SMB early. 10/ Investing aggressively in brand as you approach $10m ARR. So invest in your brand at least by $8m-$10m+ ARR.

Part-Time VPE 275

Part-Time VPE Sales Recruiting Sales Hiring Scale 275

SaaStr

FEBRUARY 16, 2021

This does nothing for your brand. Almost always, SMBs suffer. So at least send the SMB leads to a rep just working those ones. It’s the lack of a toolkit to compete with 2–3 other peer vendors of the same size and brand equity. No one likes to be broken up with, folks. That Maybe They Shouldn’t Be. A lot more.

Scale 205

Scale Sales Hiring Sales SaaS 205

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. Freemium always continues to build your brand. Not even users than use you once a year. Enough not to churn. Intuit, Microsoft, Adobe, PayPal. It exposes you to millions. Which creates leads.

Business Model 290

Business Model Scale Business PayPal 290

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

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

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.

Scale 120

Scale Churn SMB Scaling 120

Unbounce

SEPTEMBER 28, 2021

Smart Builder : An AI-powered landing page builder that allows marketers to create on-brand pages designed to convert and based on a marketer’s specific industry and campaign goals. Without Smart Copy, I would be spending an extra four hours a day crafting copy —precious time that I’d rather spend on building my brand and business.

AI 141

AI Machine Learning Artificial Intelligence Marketing 141

SaaStr

APRIL 18, 2019

Good when selling with a brand to back them, but not so much without one. A skilled field rep good at $100k+ deals rarely has the patience, planning and organizational skills — let alone the speed — to close 10x as many SMB deals per month as bigger deals. Or vice-versa. And vice versa. So there are a lot of variables here.

Sales Hiring 144

Sales Hiring SMB Pricing Branding 144

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

APRIL 28, 2019

All the great SaaS companies IPO’ing now have strong revenue retention, whether SMB or enterprise focused. The S-1 is full of enterprise case studies, from Oracle to Fox to Splunk. The big deals also take time, even for Slack. Revenue Retention / Net Negative Churn of 143%. A continued them of our 5 Interesting Learnings Series.

Scale 278

Scale Venture Capital SMB Enterprise 278