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

OPEXEngine

JUNE 11, 2020

Pros and Cons: SaaS SMB vs. Enterprise Models. SaaS companies selling in the SMB market are structured operationally very differently from SaaS companies selling in the enterprise market. It shows that you are analyzing your business, using data to identify areas of strength and weakness.

SMB 59

SMB SaaS Benchmarks Subscription 59

FastSpring

OCTOBER 18, 2018

In other words, we are now in an era of subscriptions, in which businesses are progressively moving towards subscription-based business models. How is your digital business keeping up? Incentivize customers to buy with flexible pricing. Here are three reasons why you can’t overlook subscription services.

Payment Features 60

Payment Features Payment Services Subscription Payment Methods 60

Aaron Beashel

MARCH 9, 2018

MailChimp (Touchless acquisition) – MailChimp is an email marketing tool that uses a touchless acquisition model to acquire customers. They target small business owners and offer their product on a freemium model. It’s free to send less than 2000 emails per month, with paid pricing plans going up from there.

Scale 192

Scale SaaS Payments B2B Strategy 192

SaaStr

MAY 24, 2019

In This Episode We Discuss: * How Andrew made his way into the world of SaaS from his starting his first software business at the age of just 18 and how that led to his founding of Wrike? * How does Andrew advise founders on the question of whether to start in enterprise or SMB? What are the benefits of starting in SMB?

Sales Hiring 145

Sales Hiring Scale SMB Sales Recruiting 145

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? That’s in a case when pricing is successful. Does one have to move to enterprise?

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

ChurnZero

MARCH 18, 2022

If they don’t get 150% NRR, then it actually breaks the business model. If you tell me that we have this awesome land-and-expand model, we go in with a really low price, and then we have a dedicated expansion team that does these upsells, and I say, “Wow, what an amazing story. What’s your NRR?”

Customer Success 98

Customer Success Metrics SaaS Banking 98

Baremetrics

NOVEMBER 9, 2021

The ideal buyer for lower-priced businesses might be a solopreneur looking for a hands-off stream of income. SMB SaaS companies tend to have higher churn rates due to their lower demand and less sophisticated needs. These types of customers are also usually price-inelastic and need tools within a specific budget.

SaaS Payments 105

SaaS Payments Technical Review Development Team Review Software Review 105

OPEXEngine

SEPTEMBER 10, 2020

Here are a few of the trends that we are hearing about from CFOs, investors and lenders: Flexible pricing models and payment terms: A couple of things are happening here. Obviously, considerations need to be made about how any changes in pricing/packaging and subscription terms will affect retention rates.

Payment Services 59

Payment Services SaaS Payments Trends Payment Solutions 59

SaaStr

NOVEMBER 16, 2020

Why does Andy think the seat-based pricing model in SaaS will die? Why is volume-based pricing optimal? How does one instil volume based pricing without disincentivizing usage? And that became a pretty important skill set as people were trying to scale SaaS businesses all over Silicon Valley.

Sales Hiring 200

Sales Hiring Scale Leadership Sales Enablement 200

Software Platform Consulting

MAY 20, 2019

Each Gig has a clearly defined scope, duration and price, along with buyer-generated reviews. Using either our search or navigation tools, buyers can easily find and purchase productized services, such as logo design, video creation and editing, website development and blog writing, with prices ranging from $5 to thousands of dollars.

Marketplace as a Service 40

Marketplace as a Service Software Review SMB Web Development 40

Neil Patel

FEBRUARY 4, 2021

While the two agencies don’t work together much, they trade referrals if the SMB branch can better help specific clients meet their goals. Between the two agencies, we work hard to have something for everyone, small and large businesses alike. NP Digital Small Business Marketing Services. SMB Digital Marketing Case Studies.

VP of Engineering 126

VP of Engineering Marketing Marketplace as a Service Social Media 126

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. The other option is to outperform lower-cost competitors by gaining market share, usually by lowering their price point to achieve virality.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

Chart Mogul

OCTOBER 9, 2020

Yet assessing this pricing model's success can be challenging if you're not measuring its long term, compounding effect on revenue. By removing entry-level cost barriers to product adoption, companies using a Freemium strategy are able to increase their total addressable market to include price-sensitive audiences, startups, and SMBs.

Scale 83

Scale Churn Metrics Retention 83

OpenView Labs

MAY 5, 2021

The answer likely depends on your market segmentation, as freemium may ease adoption friction for SMB/mid-market companies. It produces a challenging messaging strategy because if your primary business model is selling support on an open-source project, you’re kind of incentivizing your team to build shitty software, and nobody ends up happy.

Business 52

Business SMB Scale DevOps as a Service 52

FastSpring

SEPTEMBER 2, 2020

“It doesn’t take a genius to understand that business model failure comes when CAC (the cost to acquire customers) exceeds LTV (the ability to monetize those customers.)” . “To compute the LTV, you would look at the Gross Margin that you would expect to make from that customer over the lifetime of your relationship.

Scale 135

Scale Payment Methods Payments SaaS Payments 135

Sales Hacker

JANUARY 29, 2018

The root cause of today’s challenges can be traced back to the use of this outdated model based on low volume of deals at a higher price. Due to the lower price, it also requires a higher volume of deals to attain a similar kind of growth. Use of PODs with Different Business Models. Week 4: Pursue A-leads.

Sales Recruiting 74

Sales Recruiting Scale Sales Hiring Sales 74

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. The reason you can think of a few companies that buck the trend is that they are the exceptions.

Technical Review 59

Technical Review SaaS Software Review Sales Hiring 59

SaaStr

OCTOBER 29, 2019

We’re going to talk about matching price to value, and I’m going to share some lessons from my time as both an operator and an investor. This is a mobile solution for SMB’s to send an invoice and get paid. This is an interesting study that was done by the folks from Price Intelligently. Hi, everybody.

Payments 100

Payments Pricing Compensation SaaS Payments 100

SaaStr

AUGUST 9, 2019

It’s not an SMB where you’re getting volumes of 100 a day. I clearly don’t get out enough if I have a couple of questions on mid-market versus SMB, but let’s go for it. Should you always go for multiyear and are you not also potentially loosing price optimization on the next year with price changes potentially?

SaaS Payments 132

SaaS Payments Cloud Technical Review Scale 132

Chart Mogul

SEPTEMBER 15, 2023

The SaaS Business Model & Metrics: Understand the Key Drivers for Success by David Skok, Matrix Partners SaaS Metrics — 201 A slightly deeper dive into SaaS industry metrics. SaaS Strategy Development SaaS entrepreneurs know the importance of nailing down a business strategy, but also staying agile when the time calls.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

Chart Mogul

OCTOBER 9, 2020

Yet assessing this pricing model's success can be challenging if you're not measuring its long-term, compounding effect on revenue. By removing entry-level cost barriers to product adoption, companies using a Freemium strategy are able to increase their total addressable market to include price-sensitive audiences, startups, and SMBs.

Scale 52

Scale Churn Metrics Retention 52

SaaStr

OCTOBER 31, 2019

Contrast that with companies that might also sell into the SMB segment of the market where the ASPs, the average deal sizes are lower. SMB businesses just go out of business much more frequently, and so their gross retention numbers are going to be lower. A lot of things can happen.

Cloud 100

Cloud Scale AWS Machine Learning 100

OPEXEngine

NOVEMBER 17, 2020

As a result, the company was comparing itself to companies selling millions of low-priced subscriptions in a high-volume, transactional SMB model. But this company had more of an enterprise sales model. The company was counting “users” and not “customers”—the accounts buying one contract.

Systems Review 52

Systems Review Technical Review Payment Features Scale 52

Aaron Beashel

MAY 5, 2014

It’s important to note that SaaS is a product delivery model, not a business model. Salesforce, Xero and Unbounce are all SaaS products but their business models are VERY different. I’ve never seen a business sell a $10,000 per month SaaS product on a touchless acquisiton model.

Engineering 100

Engineering Scale SaaS Acquisition 100

Baremetrics

JANUARY 24, 2021

Transitioning to SaaS On January 1st 2020, we transitioned the company out of a strategic partnership (we were operating the platform under a non SaaS business model!). We were looking to relaunch the user-driven, SaaS side of our businesses. This is because of the nature of SMBs occasionally pivoting or going out of business.

Churn 71

Churn SaaS Payments Payment Methods Payment Solutions 71

User Pilot

AUGUST 6, 2023

Promotional emails are consistent with the information on your pricing pages. Don’t hesitate to adjust your strategy or even pivot your business model when necessary. Source: SMB Compass. A few examples would be to ensure that: In-app onboarding is consistent with onboarding emails.

Investment 77

Investment Banking Social Media Customer Lifetime Value 77

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. Do I have better pricing with that vendor? Can you then inherit that pricing from me, that’s a cost synergy.

Software Review 136

Software Review Technical Review Development Team Review Branding 136

FastSpring

JANUARY 27, 2022

How SoStocked increases retention through grandfathering existing customers into lower prices. When you raise your prices, don’t raise them on your existing customers,” co-founder Chelsea Cohen explains. Chelsea also encourages SaaS companies to experiment with pricing to increase customer demand. Learn more here.

Merchant Services 118

Merchant Services Payment Services SaaS Payments Payment Solutions 118

Sales Hacker

SEPTEMBER 11, 2018

The difference between good and great SaaS businesses. The optimal pricing strategy to IPO. We’re a firm that really focuses on team first, and the people, because we believe that people are the ones that build businesses, and people are the ones that shape markets, rather than the other way around. What You’ll Learn.

Scale 42

Scale SaaS Investment Construction 42

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? But I do have to ask, and I couldn’t not start with this, in terms of some learnings from that, especially really applied to two verticals, people and business model.

Scale 131

Scale VP of Engineering Mobile Scaling 131

SaaStr

OCTOBER 31, 2023

With nine figures in revenue, Ariel and SaaStr founder and CEO Jason Lemkin talk about all things Navan, rebranding when you have brand equity, building B2B software for people, pricing and business models, and much more. They also have a business model that only connects to one content source.

Payment Solutions 223

Payment Solutions Payments Travel Scale 223

Intercom, Inc.

OCTOBER 29, 2019

Segmentation cannot incorporate all strategic considerations nor changes to product, pricing, and packaging over time. For a growing business, segmentation is necessary to know your customers and your market, and share this understanding across teams. additional data on our customers’ business models, size, web traffic, and verticals.

Business 184

Business B2C Scale Headcount 184

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

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

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

SaaStr

JULY 2, 2019

We had all the pricing information, we had all the techniques for integrations and so forth. Over time, it leads to a really healthy business model as well. Dannie : The way we specialized is we segmented, so SMB originally, enterprise, large enterprise. We had all the product information and whitepapers.

Enterprise 146

Enterprise Scale Sales Hiring SMB 146