SaaStr

NOVEMBER 28, 2024

The good news is, you can support these price points effectively with a very efficient inbound sales team, and/or a mix of self-serve and sales-led. Churn is all over the place with SMBs. There’s a whole other category of apps SMBs and SMEs can afford that cost $99-$299 a month or so. So be honest.

Payment Solutions 258

Payment Solutions Inbound Sales Team Marketing Scale 258

Tom Tunguz

APRIL 8, 2015

Because of the nature of SMBs, the startup must battle the higher churn rates of smaller customers which slow growth, creating the S curve above. At some point, the startup pursues the enterprise market to continue to achieve high growth rates with decreased customer churn. Smaller customers churn at higher rates.

Innovation 208

Innovation Startup Scale SMB 208

Intercom, Inc.

MARCH 29, 2022

So I ended up running a customer success management team, a support team. We had a pre-sales team. We had an inbound sales team as well, basically quite a few groups. Or I could use the survey to find out why customers turn from our product and use the data to enter them into a churn save campaign.

Scale 118

Scale Banking Technical Review Software Review 118

Incredo

NOVEMBER 1, 2019

You pay your salesperson when your existing users don’t churn and renew their subscription. . You can do that if sales team is actively included in customer retention process and contributes to customer success. Sales team’s responsibility is to bring new customers. Residual commission. New and expensive customers.

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

SaaStr

AUGUST 20, 2020

But we started out in what felt like a bunker room, and there was three of us and we’re setting up calls and starting to bring the inbound sales team out to Austin, Texas, which made sense in so many ways strategically. At Figma, for example, we actually don’t have a customer success team.

Sales Hiring 235

Sales Hiring Sales Recruiting Scale Sales 235