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 .

Scale 207

Scale CTO Hire Cloud Scaling 207

Clouded Judgement

DECEMBER 21, 2023

Q3 earnings season for cloud businesses is now behind us. Commentary from the cloud providers seems to be that the major macro headwinds around optimizations and new deal scrutiny have started to abate. For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs.

Cloud 177

Cloud Software Benchmarks Retention 177

SaaStr

NOVEMBER 6, 2023

If you’re selling software to SMB merchants and outside of tech like Shopify and Toast and Monday , things are pretty, pretty good, if in some ways still harder than before. If you’re selling cloud infrastructure, for the most part, growth may be down a smidge but is still strong, e.g., MongoDB.

Merchant Services 271

Merchant Services Azure Software AWS 271

IT World

AUGUST 2, 2022

That said, many of them are also moving toward the cloud. We're in a time of transition: as the most recent annual Flexera State of the Cloud Report showed, 53% of small and mid-sized businesses (SMBs) — those with 1,000 or fewer employees — spend more than $1.2 million annually on the cloud.

Cloud 92

Cloud SMB Data Business 92

Clouded Judgement

JUNE 9, 2023

Every week I’ll provide updates on the latest trends in cloud software companies. They were also more constructive on cloud optimizations bottoming. Subscribe now Share Clouded Judgement Leave a comment Follow along to stay up to date! Subscribe now Consumption Trends We’re now through earning season.

Trends 130

Trends Cloud Azure AWS 130

SaaStr

APRIL 15, 2020

” I’m going to talk to a bunch of Cloud CEOs in the $2m-$20m ARR range, to really hear what they are doing, how they are changing, what they are learning. 001” with Romain Lapeyre, CEO of Gorgias: 2,500+ SMB E-Commerce Customers appeared first on SaaStr. What they are seeing. The post “What Are You Seeing?

SMB 171

SMB Innovation Cloud Data 171

SaaStr

MARCH 10, 2024

The New Normal: 700 Employees at $200,000,000 in ARR Many SaaS and Cloud leaders are already there — especially the highest performers, from Cloudflare to Canva to ServiceNow. Even SMB leaders like Monday are there. The rest are marching there. Monday just crossed $800,000,000 in ARR with less than 2,000 employees.

SMB 248

SMB Cloud Startup Scaling 248

SaaStr

APRIL 13, 2022

From Asana to Zoominfo: this year’s Europa lineup is bringing the best Cloud speakers from around the globe together for two days of incredible learning and insights. There will be over 2,500+ SaaS and Cloud professionals joining us there in person. Get your ticket now and get a front-row seat when the Cloud comes to Barcelona.

Sales Recruiting 217

Sales Recruiting Cloud Sales Hiring Scale 217

Clouded Judgement

SEPTEMBER 12, 2023

Q2 earnings season for cloud businesses is now behind us. As you can see from the data below most cloud businesses beat the consensus estimates for Q2 Source: company filings and Pitchbook consensus estimates Historically, the median beat of consensus estimates is closer to ~4%.

Cloud 169

Cloud Software Benchmarks Retention 169

Clouded Judgement

APRIL 12, 2023

Q4 earnings season for cloud businesses is now behind us. As you can see from the data below most cloud businesses beat the consensus estimates for Q4. This quarter more than half of cloud software businesses missed next quarters consensus. I consider >120% best in class for companies selling to SMBs (like Bill.com).

Cloud 161

Cloud Software Benchmarks Retention 161

SaaStr

MARCH 9, 2022

So DigitalOcean is the quiet Cloud platform that keeps on growing. Focusing on smaller developers, in some ways it’s been a bit overshadowed by AWS, Azure, and Google Cloud. DigitalOcean is growing an impressive 37% at $500,000,000 in ARR, and staying very SMB with 600,000+ customers, but still driving deal sizes up a bit.

Azure 218

Azure AWS SMB Cloud 218

SaaStr

SEPTEMBER 16, 2022

Zoom’s SMB base has flattened after exploding like nothing we’ve ever seen before. From HubSpot to Snowflake to Asana to Monday to Gitlab to Cloudflare, the best in SaaS and Cloud aren’t just growing faster than ever. I put together this slide: No doubt, some categories are still recovering from a Covid Hangover.

SMB 349

SMB SaaS Cloud Scaling 349

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 108

Outsourcing Services SMB Acquisition Scale 108

SaaStr

MARCH 31, 2022

Jessica Alexander, Senior Director Cloud Technology & OEM Partnerships, Crowdstrike. So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Rico Mallozzi, Sr.

Scale 205

Scale Marketplace as a Service Cloud SaaS Payments 205

SaaStr

JANUARY 2, 2021

We can see that NRR for tiny customers is probably about 100%, as it is for other SMB leaders. Again, the latest crop of Cloud IPOs shows SMBs seem to have no limit in terms of TAM, with SMB growth at Shopify and Zendesk keeping up with enterprise, and even at Asana, SMB growth is still impressive at $250m ARR.

SMB 345

SMB Enterprise Cloud Churn 345

Clouded Judgement

JUNE 20, 2023

Q1 earnings season for cloud businesses is now behind us. As you can see from the data below most cloud businesses beat the consensus estimates for Q1. For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs.

Cloud 161

Cloud Software Benchmarks Scale 161

Clouded Judgement

DECEMBER 20, 2022

Q3 earnings season for cloud businesses is now behind us. As you can see from the data below most cloud businesses beat the consensus estimates for Q3. This quarter more than half of cloud software businesses missed next quarters consensus. I consider >120% best in class for companies selling to SMBs (like Bill.com).

Cloud 130

Cloud Software Review Software Benchmarks 130

SaaStr

FEBRUARY 1, 2022

Toast’s SMB NRR is 114% today — but it took 4 full years just to get to 100%. A reminder that you don’t need to settle for sub-100% NRR from SMBs. And also that, with SMBs, it can take a while and a lot of value-add and learnings to get that NRR over 100%. And it’s the true magic in scaling SMB SaaS.

Scale 349

Scale SMB SaaS Scaling 349

SaaStr

AUGUST 27, 2022

Salesforce: “We’re finally seeing slowdown now in our commerce, media, telecom, and SMB segments”. Salesforce saw demand from SMBs slow, and demandslow in retail, consumer and communications / media. But support and sales clouds remained strong, with little impact on demand. Workday: “There’s no slowdown at all”.

SMB 242

SMB Scale Cloud Trends 242

IT World

MARCH 15, 2022

I'm on the cloud. You're on the cloud. We're all on the cloud. According to Flexera's State of the Cloud 2022 survey , almost two-thirds of all SMB workloads are now on the cloud. With over half of SMBs spending more than $1.2 million on the cloud, that's real money.

Cloud 80

Cloud Business SMB 80

SaaStr

OCTOBER 25, 2023

Leveling Up PLG to Accelerate SMB Customers, Including More Attention to Onboarding I love seeing this, it can seem hard to invest heavily in small customers, but if you don’t especially invest in onboarding, that’s a big shame. . #7. Like Almost Every Other SaaS Leader, Freshworks Has Gotten Much, Much More Efficient.

SMB 253

SMB AI Onboarding Cloud 253

Tom Tunguz

OCTOBER 17, 2023

Raj started his career as a marketing manager at Cisco focused on the SMB market. He then jooined Google to become the lead product marketing manager on Google Cloud Platform (GCP). On Thursday, November 2nd at 9:30 AM Pacific, Office Hours welcomes Raj Sarkar to talk about Unleashing Outbound Marketing Fury.

GCP(Google Cloud Platform) 140

GCP(Google Cloud Platform) Marketing SMB Cloud 140

SaaStr

JANUARY 23, 2021

Cloudflare is one of those iconic Cloud companies most of us use, and know about as a product and vendor … but perhaps we don’t think as much about as a public company. What can founders learn from them as a public SaaS / Cloud company? We’ve seen this metric vary wildly at public SaaS and Cloud companies.

SMB 262

SMB Cloud Enterprise Scale 262

SaaStr

JANUARY 23, 2021

Cloudflare is one of those iconic Cloud companies most of us use, and know about as a product and vendor … but perhaps we don’t think as much about as a public company. What can founders learn from them as a public SaaS / Cloud company? We’ve seen this metric vary wildly at public SaaS and Cloud companies.

Scale 285

Scale SMB Cloud Enterprise 285

SaaStr

DECEMBER 9, 2022

So look, very few, if any, SaaS or Cloud companies are out there saying times are easier now than 12 months ago. But the thing is, the underlying trends that power SaaS and Cloud are still here and as strong as ever. And there are still many categories of software and businesses just beginning to move to SaaS and Cloud.

Cybersecurity 276

Cybersecurity SaaS Cloud SMB 276

SaaStr

OCTOBER 6, 2019

subscribers to the SaaStr Cloud Daily on Quora , 8,700,000+ views, and are adding thousands of new followers per week. One benefit from Cloud Daily is our community speaks and upvotes their top stories of the week. Why SMB and Enterprise Sales Have Nothing In Common | SaaStr. We now have over 200,000 (!) views · 58 upvotes.

Cloud 142

Cloud Banking SMB Startup 142

SaaStr

FEBRUARY 24, 2021

Upwork is one of those products and marketplaces many of us use all the time — including Team SaaStr — but we don’t often see discussing that much as a public SaaS / Cloud company. Net net, even from SMBs, Upwork manages 100% NRR, just as Shopify and Hubspot do from SMBs. 80% SMB, 20% Enterprise.

Marketplace as a Service 267

Marketplace as a Service SMB Cloud Enterprise 267

SaaStr

AUGUST 17, 2021

Cloud is huge. Coupa isn’t as much a fintech as SMB players like Bill.com, but it’s getting there with Coupa Pay. This is a bigger task than SMB, but a huge market. It’s interesting to see Coupa present its TAM this way in terms of both customer count and market size. And ARR per deal has gone up every quarter.

Payments 304

Payments SaaS Payments SMB Payment Solutions 304

SaaStr

JANUARY 3, 2024

Shrav added that if you want to close bigger deals, not just Enterprise, but mid-market and SMB as well, that the moment you’re ready to Go-To-Market, you need to become compliant. “A lot of the messaging on the SMB side is around, ‘Hey, let’s get you SOC-2 compliant.’

AI 148

AI SMB compliance Sales Hiring 148

SaaStr

OCTOBER 20, 2022

One thing that is clear is that public SaaS and Cloud stock prices are way down. Note this doesn’t include SMB spend, it’s enterprise focused): In a slightly more dated survey, Gartner found in July 69% of CFOs plan to increase their digital spending in 2023. So are we in some sort of downturn — or aren’t we?

Forecasting 247

Forecasting Artificial Intelligence Software Business 247

SaaStr

DECEMBER 12, 2021

The Last 4 “SaaS Crashes” Barely Made a Dent in the Cloud Boomtimes. The State of Software Buying From SMB to Enterprise with G2’s CMO, Amanda Malko. When Everyone Else Has Gone Home. Is the “Covid Boost” Over in SaaS? It Depends. A Tale of Two Trends. Dear SaaStr: VCs or Founders: Who Makes More?

SMB 241

SMB Cloud Trends Enterprise 241

SaaStr

JULY 28, 2020

That’s crazy growth — almost all fueled by the crazy growth of the Cloud. That’s up from $800 billion just a little while back when we took a look at Cloud Decacorns. RingCentral went from SMB to enterprise-grade contact center. No SaaS company is yet worth $1 trillion, through perhaps that is coming.

SaaS 336

SaaS SMB Cloud Enterprise 336

How To Buy Saas

MARCH 14, 2024

It also provides a cloud service API that enables businesses to build on WhatsApp, connect with clients faster, and personalize their experience. A new phone number that is not linked with any WhatsApp account. Please note: There are 2 Ways to obtain a WhatsApp Business API. Meta : WhatsApp API can be directly obtained from Meta.

SMB 52

SMB Artificial Intelligence Enterprise Business 52

SaaStr

FEBRUARY 13, 2021

Its definitely at least a Cloud infrastructure and applications company for SMBs: And its also a great case study of learning how to sell and market to SMBs at scale. SMB growth in Cloud and SaaS is still going strong! At $4B of revenue of scale. Million More Customers in 2020. Freemium is back!

SMB 301

SMB Cloud Scaling Investment 301

SaaStr

SEPTEMBER 26, 2019

What we learned from ’08-’09 in SaaS: First, SMB churn went through the roof — as SMBs went under much more quickly and often. As soon as the economy went south, SMBs started to simply go bankrupt and/or shut down. Anyone processing a lot of SMB and credit-card deals saw churn probably double.

SaaS Payments 278

SaaS Payments Sales Hiring Scale SMB 278

SaaStr

NOVEMBER 2, 2022

While the average Cloud stock has fallen almost 50% in 2022, Duolingo’s has stayed up, and is down just 10% in the past 6 months. The core product is very B2C, but the upgrade to paid has very SMB B2B metrics, and 80% of the revenue is subscription based. And in today’s market, that’s strong performance.

Scale 301

Scale B2C SMB B2B 301

SaaStr

SEPTEMBER 29, 2022

Almost everything is going well in SaaS and Cloud these days — except multiples. Channel model and organic approach to SMB and mid-market yields a fairly efficient Sales & Marketing motion. Yet, the markets are down for eveyone, and Jfrog is only worth $2.2 Billion as I type this. It should be worth more.

Scale 237

Scale SMB Software Development Cloud 237