User Pilot

AUGUST 6, 2023

Using customer relationship management (CRM) software to centralize your customer data is a worthwhile investment since it will prevent the formation of data silos and streamline the process of ensuring everyone has access to the information they need. Source: SMB Compass. Miscommunications (both internal and external).

Investment 77

Investment Banking Social Media Customer Lifetime Value 77

FastSpring

SEPTEMBER 16, 2022

No matter what your business model, we meet you where you are. Prior to joining FastSpring, Kurt spent over a decade advising and investing in growth stage software companies around the world. Schedule a demo to see if we’re a good fit to be your next global commerce partner. About Our Presenters. About FastSpring.

Pricing 118

Pricing Payment Solutions Payment Services SaaS Payments 118

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? While this title is SMB-oriented, the advice applies to Mid-Market and Enterprise, too. Lesson #2: Invest in Prospect Data Way Earlier So, now that you know what the customer looks like, you need to know how to target them. Invest way earlier than you think in prospect data.

Scale 252

Scale SMB Sales Hiring Sales 252

SaaStr

JANUARY 12, 2022

Another top mistake SMB folks make trying to sell enterprise. “Dig deep about their business model before sending them a proposal.” This sounds so basic, but again it often isn’t, especially if you are using less experienced and/or SMB trained sales reps to sell into the enterprise.

CTO Hire 281

CTO Hire Sales Hiring New CTO CTO 281

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

MAY 24, 2019

* How does Andrew advise founders on the question of whether to start in enterprise or SMB? What are the benefits of starting in SMB? How does the product and what you invest in proactively need to change as you move into enterprise? Why SaaS is your business model, not your mission. Missed the session?

Sales Hiring 145

Sales Hiring Scale SMB Sales Recruiting 145

Intercom, Inc.

DECEMBER 13, 2018

As Workplace’s global head, Julien Codorniou has been spending the past few years exploring how to make his department align with Facebook’s mission while executing an entirely different business model that relies on companies promoting community within their workforce. Workplace is about connecting people.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

OPEXEngine

OCTOBER 18, 2021

Three-quarters of SMB (small and medium business) decision-makers understand that using digital technology effectively is key to business success in today’s digital era. SMBs already executing on digital transformation are also more likely to expect revenues to rise compared to other SMBs.

SMB 49

SMB Cloud Business Model Technology 49

OPEXEngine

JUNE 9, 2021

And companies with revenues under $10M selling to the SMB were hardest hit, with an almost 50 point decline in growth rates last year. The median cost of revenue as a % of revenue shifted a few points up and down for all revenue and business model cohorts. The Change in Key Benchmarks Segmented by Invested Capital.

SaaS 52

SaaS Benchmarks Travel Entertainment 52

Neil Patel

FEBRUARY 4, 2021

Neil’s vision was always to help any size business, but he has a passion for helping small businesses grow through marketing. We quickly learned we could not serve most people asking for help because the investment was outside their budget. NP Digital Small Business Marketing Services. Careers at NP Digital SMB.

VP of Engineering 126

VP of Engineering Marketing Marketplace as a Service Social Media 126

SaaStr

OCTOBER 31, 2019

It was around that time about 12 years ago that Jeff Bezos launched AWS, and some of you may remember that, when he did this, Wall Street analysts were looking at him and saying, “Why would you take what’s already a very unprofitable business and drive it further into the red by investing in this AWS initiative?”

Cloud 100

Cloud Scale AWS Machine Learning 100

OPEXEngine

FEBRUARY 22, 2022

SMB customers will want high-touch sales engagement and service delivery but SMM SaaS companies will likely not have the budget necessary to justify providing this level of sales support. Being “stuck in the middle” drives SMM SaaS companies to invest in one of two strategies. Direct Sales.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

SaaStr

AUGUST 9, 2019

Why is it so crucial to invest in enablement in the early days? It’s not an SMB where you’re getting volumes of 100 a day. There are great companies out there that have entire infrastructures, teams, investment around teaching people how to sell. Now having said that, even then I need to invest in that enablement.

SaaS Payments 132

SaaS Payments Cloud Technical Review Scale 132

Intercom, Inc.

MAY 13, 2021

You’re a big part of their tech stack, you’re a big part of their investment strategy, you’re a big part of their spend. Of course, we always excelled in SMB at Slack as well. . “Upmarket customers have different demands of you. You’re no longer a vendor that’s plug-and-play and a small spend.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

ChurnZero

MARCH 18, 2022

Their report shares the results from a survey of private SaaS companies which KBCM Technology Group’s software investment banking team conducted in June and July 2021. Their report shares the results from a survey of private SaaS companies which KBCM Technology Group’s software investment banking team conducted in June and July 2021.

Customer Success 98

Customer Success Metrics SaaS Banking 98

SaaStr

SEPTEMBER 15, 2023

Its business model of going global and going inbound from India is the differentiation. Once you have product market fit in the first product and revenue is coming in, that’s when you’ll have time to invest in a second product. The average SMB customer would buy 4-5 seats of Freshdesk. Burger King was 300 seats.

Sales Hiring 239

Sales Hiring Scale SMB AI 239

OPEXEngine

NOVEMBER 17, 2020

If you are an early-stage or growth SaaS company, most likely all your sales and marketing expenses are invested in acquiring new customers. As a result, the company was comparing itself to companies selling millions of low-priced subscriptions in a high-volume, transactional SMB model.

Systems Review 52

Systems Review Technical Review Payment Features Scale 52

Sales Hacker

SEPTEMBER 11, 2018

What Data To Look At When You’re In Series A Investment [26:02]. We are incredibly excited to have one of the celebrities of the SaaS world, but also somebody that has positioned himself, and built his career as a true thought leader when it comes to recurring revenue businesses. Show Agenda and Timestamps. Show Introduction [0:08].

Scale 42

Scale SaaS Investment Construction 42

FastSpring

DECEMBER 7, 2023

But if you’re not dealing in mergers and acquisitions every day like Carl is, you might have a lot of questions about how to best position your business if you’re interested in selling. So for example, you know services are valued at completely different multiples, than like a SaaS business.

Software Review 136

Software Review Technical Review Development Team Review Branding 136

SaaStr

NOVEMBER 2, 2019

How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? So you bake that into pricing model. Does one have to move to enterprise?

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

SaaStr

NOVEMBER 16, 2020

Andy MacMillan: I spent five years at Oracle in the Fusion Middleware Group, working in Thomas Kurian’s org and ended up hopping over to Salesforce to learn the SaaS business model and ran a business inside of Salesforce for a while. So I think that’s why we have sales ramps. Do you want to move to management?”

Sales Hiring 200

Sales Hiring Scale Leadership Sales Enablement 200

SaaStr

MARCH 27, 2019

What were Leyla’s biggest learnings on people and business model through seeing the first hand hyper-scaling of Salesforce from $500m to $16Bn? And the other job was to be an investment banker at Merrill Lynch. I think for me one of the biggest realizations for me, we were a mid market company, right, we grew up in SMB.

Scale 131

Scale VP of Engineering Mobile Scaling 131

SaaStr

DECEMBER 21, 2022

How can businesses manage the complexity of enterprise sales with a focus on product and consumer delight? It takes a lot of intentional investment to scale with enterprise customers in addition to self-serve or SMB markets.

Scale 200

Scale Enterprise Scaling Management 200

Casey Accidental

DECEMBER 11, 2023

To continue its growth, instead of investing in new product value, Eventbrite kept grafting new growth loops onto this core loop to acquire more event creators and drive more ticket sales per event, creating a much more complicated growth model that looks like the below. This is what I realized when I joined Eventbrite.

Payments 113

Payments Scale Payment Solutions Technical Review 113

SaaStr

OCTOBER 29, 2019

SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. Naomi Pilosof Ionita | Investing Partner @ Menlo Ventures. This is a mobile solution for SMB’s to send an invoice and get paid. We hired a data scientist and started building models.

Payments 100

Payments Pricing Compensation SaaS Payments 100

SaaStr

MARCH 12, 2019

How can founders know when is the right time to make the move from SMB to enterprise? Because one message isn’t necessarily always transferable when considering kind of SMB to enterprise. ” How do you know when’s the right time to think about moving from an SMB and mid-market to enterprise?

Scale 171

Scale Enterprise Scaling Sales Hiring 171

Unbounce

JUNE 16, 2020

especially for SMB SaaS startups. Today, small and medium SaaS businesses are discovering the power of using partners to help sell their products. Depending on your business model and stage of growth, a partner program will likely take on different forms. Tom Tunguz, Venture Capitalist at Redpoint. Check them out.

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

SaaStr

NOVEMBER 1, 2019

About the episode: Tien Tzuo is the Founder and CEO of Zuora, one of the fastest-growing SaaS companies that has been at the forefront of the rise of subscription business models. They have funding from some of the best in the business including the likes of Benchmark, Sequoia, Redpoint and Marc Benioff, just to name a few.

Technical Review 150

Technical Review Development Team Review Scale Software Review 150

Intercom, Inc.

FEBRUARY 5, 2019

Go without one and risk seeing your business flame out. When done correctly, your sales strategy will help your sales team execute with focus – SMB or enterprise, inbound or outbound, hunting or farming. The key to to experiment and iterate on it with discipline, so you can zero in on the one that’s right for your business.

Scale 177

Scale Strategy Sales Underperforming Technical Team 177

Andreessen Horowitz

APRIL 29, 2024

According to Setpoint, they currently manage in excess of $18 billion in debt facilities and annual transactions across asset-backed securities (ABS) and asset-based lending (ABL) asset classes, including consumer loans, residential mortgages and properties, SMB, factoring, supply chain finance, and equipment finance.

Payment Services 92

Payment Services Payment Solutions Development Team Review Outsourcing Services 92

Sales Hacker

DECEMBER 30, 2019

Justin is the former SVP of sales at PatientPop and a current advisor to it, as well as a tremendous number of SMB SaaS companies. Creating a culture of winning means investing in employees. He then went on to help build PatientPop to over 60 million in recurring revenue and now he’s consulting to SMB businesses.

Sales Hiring 52

Sales Hiring Revenue Scale Underperforming Technical Team 52

SaaStr

NOVEMBER 22, 2019

Travis Bryant: So not just what happens post investment, but everything from the first time they touch the brand to them considering to raise money to us considering to invest in them, to us competing with other firms. Travis Bryant: Because in SaaS, the value doesn’t come from the new business deal.

Underperforming Technical Team 158

Underperforming Technical Team SaaS Payments Payment Services Technical Advisors 158

SaaStr

JULY 29, 2022

But boy, I can tell you from all the companies I have invested and worked with that have a hardware/software component, it really actually gets brutal as you scale. It is a brutal model that you at least have to be laser-focused that you don’t get wrong. You’re at a thousand dollars, it’s really not a big deal.

Scale 220

Scale Scaling Sales Hiring Enterprise 220

SaaStr

JUNE 16, 2020

Matt Garratt: So for those that aren’t familiar with Salesforce Ventures, we are the strategic investment arm for Salesforce. Adnan Chaudhry: And at first, I just want to acknowledge that we’re going to talk about the business models of some of our broader customers, some of the things Salesforce is going through.

Sales Hiring 160

Sales Hiring Scale SaaS Payments Payment Services 160

OPEXEngine

SEPTEMBER 10, 2020

This seems to be especially true for companies selling in the SMB space as compared to large enterprise customers. If you didn’t invest time over the summer to improve your budgeting and planning processes, do it now. All the messaging from the budgeting and planning experts is about flexible and dynamic planning. Keep it iterative.

Payment Services 59

Payment Services SaaS Payments Trends Payment Solutions 59

SmartKarrot

JANUARY 5, 2021

Truly invested in sharing his amazing insights on best practices for Customer Success professionals, James has assisted several individuals and organizations on their customer journeys through the Atlanta Tech Village community. Julie Hogan. Don Peppers.

VP of Engineering 21

VP of Engineering Customer Success Scale Technical Review 21

OPEXEngine

MAY 12, 2020

The majority of SaaS companies, including many that are transitioning from on-prem to cloud models, still put new sales at the center of their business model. Management teams are learning that revenue doesn’t just “recur” —they need to invest to make it so.

Technical Review 59

Technical Review SaaS Software Review Sales Hiring 59