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 155

SMB Sales Funnel Company Culture Enterprise 155

SaaStr

NOVEMBER 2, 2019

In Today’s Episode We Discuss: * How Krish made his way into the world of SaaS and came to found one of India’s fastest growing SaaS companies in Chargebee? How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? Does one have to move to enterprise?

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

SaaStr

JULY 26, 2019

It’s a relatively innovative and new model. ” Is it SMB or is it Enterprise? You make that decision based on the fact that your profile fits either an SMB or Enterprise. Then, you can decide, is it a high volume play in the SMB? Harry Stebbings: Can I ask a strange question? It may be slightly out there.

Sales Hiring 142

Sales Hiring Scale SaaS Payments Payment Services 142

SaaStr

MARCH 27, 2019

And for years we did the employee survey, and would get the results back, and the thing that everyone liked the most about Salesforce was how innovative we were, and how we changed on a dime, and how we made all these great things happen, and then the thing that everyone was most upset about was everything changed all the time.

Scale 131

Scale VP of Engineering Mobile Scaling 131

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. So it’s no more a cost center, but a potential revenue generator and innovator.

Sales Hiring 132

Sales Hiring Scale Technical Advisors Underperforming Technical Team 132

SaaStr

JANUARY 28, 2020

SMB numbers are harder to get with, but it’s like 60 or 70 for SMBs. But in these big Fortune 500 companies, their incentive in innovation to bring in, but it’s like one or two a year, but they might buy more. That probably means they’ve tried more than 140, don’t you think? Aaron : Maybe once.

Sales Hiring 205

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 205

SaaStr

OCTOBER 25, 2019

100% the traditional enterprise you should totally buy one of those platforms, but have you noticed where all the new ones are and all the fast growing innovative ones are? The CIOs tend to… The innovative ones are all in. How often can she win when you don’t have a CIO that’s about innovation?

Sales Hiring 110

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 110