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. So let’s look at how to drive sales in a high-growth situation, so the transition from SMB to enterprise is smoother (and faster). 2 rules for transitioning from SMB to enterprise. That’s not hard to believe.

SMB 73

SMB Enterprise Strategy Compensation 73

SaaStr

FEBRUARY 8, 2022

Waze sales executives Fernando Belfort , Head of SMB Sales, and Kendra Wrightson , Head of Sales Enablement, discuss optimizing sales processes for four essential data points: value, variety, volume, and velocity. You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. .

Scale 219

Scale Sales Hiring Compensation Sales 219

Tom Tunguz

APRIL 25, 2012

On first glance, SMB SaaS companies, those who sell Software-as-a-Service to small to medium businesses, may seem like any other software company. SMB SaaS companies sell to a radically different market than enterprise software companies. On the other hand, SMB SaaS companies sell to firms with 10 employees and $400k in annual payroll.

SMB 100

SMB Scale SaaS compliance 100

Sales Hacker

APRIL 15, 2019

He also gives us a framework for how to move upmarket, and the requirements for taking a company from the SMB space all the way to the enterprise. Strategies for moving upmarket, and how to transition from SMB to enterprise. Strategies for moving upmarket, and how to transition from SMB to enterprise. What You’ll Learn.

SMB 58

SMB Enterprise Scale VP of Engineering 58

SaaStr

OCTOBER 11, 2023

How to Communicate Multiple Products Without Overwhelming Customers When you have something as rich as monday’s platform, especially when many of the customers are SMBs, you have to be able to share your product without overwhelming. You don’t want to overwhelm SMB customers, and Monday made this a focus from day one.

Scale 164

Scale Sales Hiring Scaling Banking 164

SaaStr

MARCH 19, 2020

And even when you do check “dashboards” from SMB-y apps, they often don’t even look like dashboards. A true enterprise dashboard communicates value to all stakeholders. They look like summary pages. But a true enterprise dashboard is something different, and magical. It’s much more than a summary page.

SMB 332

SMB Enterprise Innovation Communication 332

SaaStr

OCTOBER 30, 2021

Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. My personal objective was simple, learn as much about SMB SaaS as I could and move on to another company to continue learning.

Scale 254

Scale Sales Hiring Sales SMB 254

Intercom, Inc.

JANUARY 31, 2022

We’re working with venture capital, accelerator, incubator, and technology partners to help founders bring the best communication experience to their customers. The new startup program offers Intercom’s main customer communication solutions for 100% off in the first year, 50% off on the second year, and an ongoing discount of 20% thereafter.

Startup 118

Startup Venture Capital Scale SMB 118

SaaStr

JANUARY 12, 2022

Another top mistake SMB folks make trying to sell enterprise. Needed more communication, especially in the middle of the relationship as it matured. 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 268

CTO Hire Sales Hiring New CTO CTO 268

SaaStr

AUGUST 30, 2023

You can filter your search by industry, whether you’re SMB, mid-market, or Enterprise, etc. People can communicate as humans do, and AI uses those words and matches them to a business problem regardless of category. If that matches who you are as a customer and you fit that slice or segment of the market, that’s very valuable.

AI Search 188

AI Search AI ChatGPT Software Review 188

SaaStr

MARCH 31, 2019

This is most likely due to the fact that communications platforms are quite different in different countries. RingCentral somewhat later in life is growing into a true enterprise-play at $1b+ in ARR vs. the SMB play it was in its earlier and middle days. Their churn is lower in the channel, as are total sales and marketing costs.

Systems Review 201

Systems Review SMB Cloud Enterprise 201

SaaStr

MARCH 22, 2021

Their SMB customers quintupled, right? And so what happened was, even though they added a thousand customers paying $100,000 or more a year, actually the revenue count skewed more SMB, because they grew even faster. It may simply be because of communication networks, but in any event, Zoom was slow to go international.

Scale 181

Scale SMB Enterprise Branding 181

SaaStr

OCTOBER 4, 2019

Why did Jeppe decide to focus on SMBs from Day 1? How does the product build in the early days differ when building for SMB vs enterprise? Why does Jeppe believe that building for SMB makes it easier to build a great culture internally? What tool stack do they have to ensure seamless communication between remote and non-remote?

Scale 136

Scale SMB Technical Review Software Review 136

How To Buy Saas

APRIL 9, 2024

If you are a startup or an SMB, micro SaaS solutions will help you offer a compelling value proposition to make essential tools accessible without spending a fortune. Or they address specific pain points.

Artificial Intelligence 52

Artificial Intelligence Innovation Software Review Technical Review 52

SaaStr

JANUARY 24, 2024

Scaling Enterprise vs. Mid-Market Sales: Key Takeaways from Calendly It’s a common blueprint to start with SMB and mid-market accounts as your ideal customers. The value you communicate needs to make sense for the end user but also resonate with the C-suite and stakeholders making the buying decisions.

Scale 217

Scale Sales Hiring Scaling Revenue 217

SaaStr

JUNE 27, 2019

We’ve communicated to the street, for example, that we’ll be a billion dollars in revenue by the end of our fiscal ’22. When we were SMB focused in the early years, our sales cycles were quick. The first thing is, at least in our case, when we were in the SMB space, we’re primarily selling to one type of buyer.

Scale 171

Scale Enterprise Scaling Sales Hiring 171

SaaStr

DECEMBER 3, 2020

And so, as you can imagine, some of it landed, most of it didn’t early on, but we skipped the whole go from SMB to mid-market to enterprise and just went SMB transactional right after the Fortune 500. I mean, you look around, process is broken, communication is broken. That’s a little bit nuanced”?

Scale 171

Scale Sales Hiring Sales Recruiting Sales 171

Kellblog

NOVEMBER 28, 2020

For example, choosing small and medium businesses (SMB) as your target segment. For example, positioning your offering for the SMB segment as easy to deploy and inexpensive to own. Via some marketing channels we can communicate only to people in this segment, but through a lot of other important channels (e.g.,

SMB 79

SMB Marketing Advertising Enterprise 79

Tom Tunguz

JUNE 12, 2014

To answer those questions, I’ve pulled together data from a basket of 46 publicly traded SaaS/Cloud companies and segmented them based on their average annual customer value (ACV) into three buckets: SMB ( =$10k to $100k). The median SMB SaaS startup spends significantly less on sales and marketing through year 4 of their lives.

Startup 100

Startup SMB Sales Hiring Acquisition 100

OpenView Labs

SEPTEMBER 10, 2020

Enterprise sales is not a simple switch to make from SMB sales—it’s a completely different beast. And if you’re used to dealing with SMBs, get ready for a big change in your process. Think project management, research, planning and consistent communication (internally and externally) with a multitude of influencers and decision makers.

Sales Hiring 74

Sales Hiring Enterprise Scale Startup 74

Point Nine Land

JANUARY 2, 2019

It started with Salesforce in the sales category, followed by Hubspot for Marketing, Zendesk for customer support, Intuit or Xero for finance, Zuora for payment, Slack for internal communication to the more recent ones like Invision’s app store for design or Intercom for customer communication.

Payment Methods 66

Payment Methods Payment Solutions SaaS Payments Payments 66

SaaStock

JANUARY 25, 2019

Omie main goal is to bridge the efficiency gap in Brazilian SMB, helping customers to be more prosperous. Omie is the only SaaS company figuring among 100 fastest growing SMB in Brazil, according to Deloitte Consulting, ranking #3. CEO : Marcelo Lombardo. Founded : 2013. Based in: São Paulo, Brazil. CEO : Marcelo Pugliesi.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

SaaStr

MARCH 20, 2020

318: The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. Having this only internal communication is not a particularly big value prop. This episode is sponsored by TaxJar.

SMB 179

SMB Scale Startup Marketplace as a Service 179

Sales Hacker

DECEMBER 29, 2022

I’ve been selling with PandaDoc since 2017, and in my journey from SMB to enterprise AE , I’ve learned solution selling like the back of my hand. Don’t communicate like a robot stuck with a script. First and foremost, be human. No, really.

Scale 113

Scale Systems Review SMB Software Review 113

Intercom, Inc.

FEBRUARY 13, 2018

As your sales team scales and plays a larger role in representing the voice of your customers, an open line of communication aligns your product strategy with your addressable market. If your sales team is broken up between SMB, Mid-Market and Enterprise, you might want to include one rep from each segment.

Scale 192

Scale Sales SMB Data 192

Sales Hacker

JULY 21, 2023

And I see a lot of teams get this wrong, they don’t think about the fact that there’s an Enterprise motion, there’s a mid market motion and there’s SMB motion. We would consider SMB more of a low touch. You want to be able to make sure you break these up. Do you have a lot of insight? Low insight?

Scale 52

Scale Strategy SMB Enterprise 52

User Pilot

AUGUST 6, 2023

That is why companies use in-product communication , email newsletters, support calls, live chats, and social media channels to ensure that customers get a seamless experience. Once these key channels have been optimized, you can expand the omnichannel customer experience to other platforms your company (and its customers) use to communicate.

Investment 87

Investment Banking Social Media Customer Lifetime Value 87

SaaStr

NOVEMBER 22, 2021

And then the fifth is this shared communication channels. So if you are focused more on B2C and SMB, and you’re early in that product phase, truly leverage the focus groups and help them understand what you’re trying to accomplish and then listen, and take that input. And this is what compounds the previous one.

B2C 276

B2C Scale Consulting Software Review 276

Sales Hacker

APRIL 15, 2021

An SDR/BDR can take the best notes in the world and will probably only be able to communicate 20-30% of what’s really happening, and can’t communicate much about the prospect’s personality, tone, or demeanor—all of which are critical. We sell to SMB, but I do believe that this could even work with bigger deals.

Sales Hiring 138

Sales Hiring SaaS Payments Payment Solutions Sales 138

OpenView Labs

MARCH 4, 2019

Many of my clients, and even some of my professional peers, tend to think that self-service resources only work for SMB clients. A field service worker, pinging your app for metrics or to communicate updates, will probably never hang out in your online community. That’s not true. Actionable Customer Marketing.

Customer Success 61

Customer Success SMB Sales Hiring Onboarding 61

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. The ability to communicate effectively and work collaboratively across the organization to engage people at all levels of the organization is also crucial.

SMB 49

SMB Cloud Business Model Technology 49

SaaStr

SEPTEMBER 26, 2019

I don’t we can communicate that. So up to 100-150K and SMB, we’re at 2K. All our communication on Slack is in English. The next stage was we hired more junior people who would do the first call and work on SMB accounts and we would have the more senior work on mid-market and enterprise accounts.

Scale 136

Scale Sales Hiring Sales Recruiting Technical Advisors 136

Stax

NOVEMBER 20, 2023

Implement effective marketing campaigns Collaborate with local businesses for cross-promotions to reinforce your local community presence. The district’s staff and SMB owners team up to promote the Small Business Saturday event. Here’s an example from Denver, Colorado’s Highlands Square neighborhood. Bundle deals.

Payment Methods 88

Payment Methods Merchant Services Stax Payment Services 88

SaaStr

JANUARY 7, 2021

SaaStr 328: SaaStr CEO Jason Lemkin and Gorgias CEO Romain Lapeyre on What They’re Seeing with SMB E-commerce Customers. Gorgias is the leading help center on the Shopify platform, and that gives them a pulse into a large segment of SMBs in particular. Romain Lapeyre is CEO of Gorgias.

Scale 236

Scale Sales Hiring Scaling B2B 236

Neil Patel

FEBRUARY 4, 2021

Communication and collaboration help us move quickly and are important factors in our success. While the two agencies don’t work together much, they trade referrals if the SMB branch can better help specific clients meet their goals. SMB Digital Marketing Case Studies. Careers at NP Digital SMB.

VP of Engineering 126

VP of Engineering Marketing Marketplace as a Service Social Media 126

Sales Hacker

AUGUST 7, 2020

Senior Vice President, Sales SMB. Sales Manager, SMB New Business Acquisition. VP, SMB Essentials Sales. Star2Star Communications, LLC. Zoom Video Communications. Head of Sales – SMB New Business Acquisition. Team Lead, North America – Global Marketing Solutions. Laura Mason Hoad. Faiza Hughell.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

CustomerSuccessBox

MAY 25, 2021

For SaaS companies selling into Small and Medium Enterprises (SMB) Anything over 90% is a good NRR whereas, for Enterprise SaaS, 125% is considered a good NRR. For SMB customers, a GRR should be between 50-~80% whereas for Enterprise customers it should be between 70- 90%. Gross Retention Rate(GRR).

Retention 52

Retention Metrics Outsourced Development SMB 52