Tom Tunguz

AUGUST 7, 2017

At some point in the life of most SaaS companies, the business will be faced with the question, when should we move up market? The strategic question might be catalyzed by increasing cost of customer acquisition in the core SMB segment. In addition, enterprise sales often requires more staff than SMB sales.

SMB 160

SMB Sales Funnel Company Culture Enterprise 160

SaaStr

AUGUST 12, 2020

Rather than the CEO running around telling the engineers exactly what to build, you now have product managers. Again, when you’re in that seed stage, when the founder can just run around and tell engineers what to build, that’s fine. I’ve really learned this is a good thing to do.

Startup 277

Startup Software Review Scale Systems Review 277

SaaStr

AUGUST 30, 2019

Finally, prior to HelloSign Whitney spent close to 5 years at Box where as SVP Global Marketing & GM Enterprise she took on all of marketing globally for Box and was responsible for reshaping the company brand from SMB to enterprise. Engineers, probably a little closer to six, perhaps, before they really start making full impact.

Sales Hiring 130

Sales Hiring Scale Technical Advisors Underperforming Technical Team 130

SaaStr

SEPTEMBER 18, 2020

Not just in engineering and product, but in every level. Engineering always told you it was impossible. That’s not this mistake, but yes, engineering told you it was too hard, it was too complicated. There’s plenty of great engineers at Adobe, so you can launch any product you want if you give yourself even a year.

Sales Hiring 245

Sales Hiring CTO Hire Scale Investment 245

Sales Hacker

APRIL 25, 2019

The SMB Decision: In-House vs. Outsourced Sales Development. As a high-growth SMB, your number-one focus is consistent sales. in well with your company culture. And while strategy is incredibly important, considering the cost of every piece of that strategy can be a game-changer to your bottom line. again with a new hire.

Outsourcing Services 75

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 75

SaaStr

MARCH 3, 2023

For SMB mid-market, it’s typically around 2-3 months. Culture Eats Strategy For Breakfast” Peter Drucker said that quote, and it’s true. Pugh says, “When you build culture, it helps democratize decision-making across the business. Let’s look at five ways to build a powerful company culture.

Scale 233

Scale Sales Recruiting Sales Hiring Scaling 233

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? How did you think about this, and why did you start with SMB? What changes? *

Scale 119

Scale SaaS Payments SMB Sales Hiring 119

SaaStr

OCTOBER 25, 2019

Loren Padelford: Plus was the first account managers, the first solutions engineers, the first sales people, the first launch engineers, the first everything at Shopify in that model. Do you have that second order engine really humming at this point? Jason Lemkin: Did you have to drive that change? Loren Padelford: Yeah.

Sales Hiring 112

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 112