Totango

APRIL 1, 2021

Totango is excited to announce that we have once again been recognized by G2 with awards for our leadership in Customer Success. G2 is a peer-to-peer business software review site that provides buyers with unbiased and insightful reviews to help them make better product decisions. Testimonial Engine). G2 and Heinz Marketing ).

Leadership 79

Leadership Systems Review Software Review SMB 79

Tom Tunguz

AUGUST 2, 2016

Channel distribution represents one of the biggest and most important changes in customers acquisition for SMB SaaS startups in quite a while. One of the most interesting examples is Microsoft’s Office 365 SMB business. It’s the most successful SMB SaaS acquisition channel ever built. by Thomas Hansen.

Outsourcing Services 113

Outsourcing Services SMB Acquisition Scale 113

SaaStr

DECEMBER 27, 2023

People think you can’t build a business without burning a lot of cash, too. A Misconception: You Can’t Build a Business Without Burning a Lot of Cash This is a common misconception. They take pride in this because they believe anyone can build a great business without burning a lot of cash.

Sales Hiring 193

Sales Hiring Scale SMB Outsourced Development 193

SaaStr

MARCH 25, 2021

Also interesting is that BigCommerce lacks the full fintech / merchant services element of Shopify (it relies more on partners here), leading to much slower overall revenue growth than Shopify, even though its business is overall growing about as fast as Shopify’s SaaS business. 5 Interesting Learnings: #1.

Outsourcing Services 210

Outsourcing Services Payments Merchant Services SaaS Payments 210

SaaStr

JUNE 22, 2023

Dear SaaStr: What do startup founders typically get wrong when starting a business? SaaStr Trying to pursue a “Grass is Greener” business model. SMB folks want to go upmarket because there is too much churn in SMB. My list: Not committing to 24 months upfront to getting to Real Revenues and a Minimum Sellable Product.

SMB 220

SMB SaaS B2C Interviewing 220

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. And those that do often struggle through the transition, leaving behind a churn of leadership and sales resources after every funding milestone. 2 rules for transitioning from SMB to enterprise. But do be prepared.

SMB 73

SMB Enterprise Strategy Compensation 73

SaaStr

JULY 22, 2022

However, SaaS can actually help businesses meet these challenges. Franklin stated, “The good thing about SaaS businesses is that technology is the solution our customers are seeing as the way that they’re going to automate themselves, get more productivity, more efficiency, and just help businesses run better.”

B2C 215

B2C Scale Marketing Sales Hiring 215

SaaStr

SEPTEMBER 22, 2022

Chestnut knew it was a good sign when he felt a connection with Alex, who also had started a small business and had been through the acquisition process as well. Because they shared a common vision, they knew they could combine front-office and back-office solutions to give small businesses a complete business suite.

SMB 181

SMB Entertainment Acquisition Branding 181

SaaStr

DECEMBER 5, 2023

Going upmarket drives category leadership because you establish yourself as the company that the Fortune 500 logos use. Show and deliver business value upfront. With that comes business value assessments, where you put some numbers to the pitch in terms of ROI and the value it can bring your prospect. Gong is a good example.

Scale 182

Scale Enterprise readiness compliance Enterprise 182

SaaStr

MAY 5, 2022

In the same way, the focus of sales leadership will become more tantamount as organizations grow. And with even more scale, determining whether to sell upstream (enterprise) or downstream (SMB) might prove challenging. Principle #4: At Scale, Focus is Critical. Every time we’ve focused and made a hard tradeoff, we’ve succeeded.”.

Scale 208

Scale Sales Hiring Scaling Sales 208

SaaStr

OCTOBER 11, 2023

Because nobody went on Google and searched “flexible software to manage my business.” You don’t want to overwhelm SMB customers, and Monday made this a focus from day one. There wasn’t a “business person,” like many startups have. They were in the real world with real businesses serving regular people.

Scale 164

Scale Sales Hiring Scaling Banking 164

Sales Hacker

OCTOBER 9, 2019

In many SMB companies, the business owner wears many hats, one of which happens to be the sales manager. That rarely works, however, because the business owner is trying to do too many things at once. Without the proper training, they don’t have the necessary skills or tools to manage this critical business function.

Sales Hiring 68

Sales Hiring Leadership Management Sales 68

SaaStr

NOVEMBER 16, 2021

Positions Needed: Enterprise AEs, Mid-Market & SMB AEs, SDRs, Sales Ops, Sales Engineer. Positions Needed: Enterprise CSM, Mid-Market & SMB CSM, Customer Support Reps, Implementation/Solutions Engineer. In addition, you will begin international expansion if applicable to your business. Head of Marketing. Director of CSM.

CTO Hire 237

CTO Hire Sales Hiring Sales Recruiting CTO 237

Sales Hacker

JUNE 9, 2020

Of course, we’re talking about what’s going on during the pandemic, but also just about his leadership skills and his experience. We provide human resources expertise, technology, benefits plans, and everything related to your people so that you can focus on your core business. So that’s TriNet. Sam Jacobs : Wow.

Leadership 78

Leadership Scale Sales Recruiting VP of Engineering 78

SaaStr

NOVEMBER 18, 2020

Don’t go upmarket if you purely, 95-100% an SMB product. As CEO and founders, your job isn’t to meddle in what your VPs and leadership team already know how to do. I can almost guarantee you it will have an outsized effect on your business. This isn’t to say all apps should go enterprise.

Sales Hiring 363

Sales Hiring Scale SaaS Enterprise 363

SaaStr

NOVEMBER 28, 2022

The evolution of SaaS business. Look at the four common strategies to explore for your SaaS business: Expanding to new markets. This may look like moving from a mid-market business to an SMB, and eventually to an enterprise. Is your business ready for multi-currency or multi-entity? Mergers and acquisitions.

Scale 190

Scale Finance Sales Hiring Scaling 190

Intercom, Inc.

MAY 13, 2021

Enterprise customers have specific demands, and you need to evolve your business to meet them in order to drive customer adoption, manage deep partnerships, and mitigate the risks along the way. Leveraging customer insights across your business. Of course, we always excelled in SMB at Slack as well.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

SaaStr

DECEMBER 12, 2023

If you’re an SMB, sometimes you only have one person to talk to, maybe the Founder and/ or CEO. The person you’re talking to is likely tied to the success of the business, so you need to figure out what the impact is on the business if you don’t solve their problem. Next, you’ll want to align all of this with your CRM.

Point of Sale 236

Point of Sale Forecasting Technical Review SMB 236

Neil Patel

FEBRUARY 4, 2021

Mike Kamo, Founder and Global CEO, NP Brands, is a leader in building, managing, and scaling businesses. Mike got his start in the industry when he used digital marketing to turn around a family business during a recession. From there, he moved to help businesses of all sizes grow through digital marketing and conversion optimization.

VP of Engineering 126

VP of Engineering Marketing Marketplace as a Service Social Media 126

SaaStr

SEPTEMBER 14, 2022

But you can’t base your business model purely on gut instinct: you need to understand the problem by conducting serious research. In the early days, UserZoom struggled with deciding whether its target market should focus on enterprise or SMB. Understand the business value of great UX design. Pick the right partners to scale.

Scale 204

Scale Venture Capital Sales Hiring SMB 204

SaaStr

JANUARY 24, 2024

She was hired because they saw a bit of softening in new business growth, and she came to help diagnose what was going on and help scale the business. They started seeing IT administrators, business leaders, and rev ops leaders showing up in the funnel rather than individual entrepreneurs.

Scale 217

Scale Sales Hiring Scaling Revenue 217

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. When we were SMB focused in the early years, our sales cycles were quick. And for that, you need leadership and the right kind of leaders. So that changed a lot. We had our own roadmap.

Scale 171

Scale Enterprise Scaling Sales Hiring 171

SaaStr

MAY 24, 2019

235: Andrew Filev is the Founder & CEO @ Wrike, the cloud based collaboration and project management software that scales across teams in any business. How does Andrew advise founders on the question of whether to start in enterprise or SMB? What are the benefits of starting in SMB? Missed the session? Andrew Filev.

Sales Hiring 145

Sales Hiring Scale SMB Sales Recruiting 145

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 193

Scale CTO Hire Cloud Scaling 193

Sales Hacker

OCTOBER 30, 2018

She is the co-author of a business book, called Aligned to Achieve , about sales and marketing alignment. GirlsClub helps women sales reps navigate the tricky path to sales leadership with their management training, mentoring, confidence building, and community. Tonni Bennett – VP Sales at Terminus.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

ChurnZero

DECEMBER 2, 2021

RYG events started as local Customer Success meetups (now called RYG Leadership Hours ), which provided a casual and intimate setting for Customer Success leaders to talk shop. Cost centers always face scrutiny of cost cutting while revenue-driving teams have higher visibility to impact the business in a greater fashion.

Customer Success 98

Customer Success Technical Review Scale Compensation 98

SaaStr

JANUARY 29, 2021

Sticking with SMBs, even as go more enterprise. Kyle noted this is a top board-level discussion, with enterprise customers worth 100x or more than SMBs. But Salesloft wants to keep to its roots as well and retain SMB customers. This builds loyalty in their current base, attracts new business, and keeps their product valuable.

Scale 261

Scale Social Media SMB AI 261

SaaStr

DECEMBER 3, 2020

To date, they have raised over $73M from some of the best in the business including Sequoia, Kleiner Perkins, General Catalyst and Point Nine to name a few. To date, they’ve raised over $73 million from some of the best in the business, including Sequoia, Kleiner Perkins, General Catalyst, and Point Nine, to name a few.

Scale 171

Scale Sales Hiring Sales Recruiting Sales 171

SaaStr

NOVEMBER 27, 2023

​Accurate sales forecasting is more critical to business success than most realize. During SaaStr Annual , Eric Huff, VP of Sales Strategy and Programs, and Theresa Stevens, Regional VP of the SMB sales team, shared an “under the hood” look at how Salesforce does its internal forecasting using Salesforce.

Forecasting 232

Forecasting SMB Technical Review Sales 232

Intercom, Inc.

OCTOBER 22, 2019

If you are new to sales management, it can be hard to know what concrete steps you can take to improve your skills, be recognized, and eventually, rise to a senior leadership role. At the end, they closed around $300,000 in new business from their work that day. Improve your organization, not just your team. The lesson? Think bigger.

Sales Hiring 123

Sales Hiring Underperforming Technical Team Sales Management 123

Sales Hacker

AUGUST 7, 2020

Leadership. Leadership. Orange Business Services. Manager, Business Development. Executive Vice President & Group CEO – Verizon Business. VP New business – Sales leader. Senior Vice President, Sales SMB. The Exceptional Leadership Institute for Women. TalkTalk Business.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

Sales Hacker

FEBRUARY 2, 2021

SMB Sales vs Enterprise Sales Process. The benefit of the self sales model is that the customer participates in the whole process, nurturing the relationship between the business and customer. It’s more suited for medium-sized businesses with a more expensive product. What Is Enterprise Level Sales? Key Takeaways.

Scale 95

Scale Enterprise Marketing Sales 95

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. I don’t subscribe to the servant leadership model. Andy MacMillan: Yeah.

Sales Hiring 190

Sales Hiring Scale Leadership Sales Enablement 190

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. It requires a shift in how you think about, operate, and manage the business to make it more valuable and relevant—and ultimately, to improve performance.

SMB 49

SMB Cloud Business Model Technology 49

Tom Tunguz

JULY 14, 2013

After meeting quite a few SaaS companies, I’ve compiled a list of my ideal characteristics for a SaaS business below. Characteristic 1: Product Is Core to the Operation of the Business. The product is essential to the operation of a customer’s business. Characteristic 5: Market Leadership.

Sales Hiring 100

Sales Hiring Venture Capital SaaS Machine Learning 100

SaaStr

AUGUST 7, 2023

That works for a hyper-SMB model. That means you need to segment your business and be honest about margins. As we transition from the exuberance of 2021 into 2023, marketers have become super short-term focused. If you’re Monday back in the day doing all digital and YouTube AdWords, that’s fine.

Metrics 183

Metrics SaaS Sales Hiring Finance 183

OpenView Labs

MARCH 4, 2019

Your self-service customer success model can benefit all size businesses and yes, Customer Success Managers (CSM), if it’s done correctly. Many of my clients, and even some of my professional peers, tend to think that self-service resources only work for SMB clients. Editor’s Note: This article is Part 1 of a 3-part series. .

Customer Success 61

Customer Success SMB Sales Hiring Onboarding 61