SaaStr

SEPTEMBER 14, 2022

If you establish the culture early—by choosing the right partners to start with, it will make your work much easier further down the line. In the early days, UserZoom struggled with deciding whether its target market should focus on enterprise or SMB. Define and focus on one target persona.

Scale 215

Scale Venture Capital Sales Hiring SMB 215

SaaStr

MAY 24, 2019

How does Andrew advise founders on the question of whether to start in enterprise or SMB? What are the benefits of starting in SMB? Harry Stebbings: I do want to start there Andrew, and I know a lot of SaaS founders talk to me about this SMB, enterprise, where should I start and where should I move to and from?

Sales Hiring 143

Sales Hiring Scale SMB Sales Recruiting 143

SaaStr

DECEMBER 3, 2020

The company grew from 60 to 1500 people over a three and a half year period. Sam Taylor: On my first leadership role, I was the first enterprise sales rep, a manager of mid-market team. And so I was their first sales leadership hire. I had an opportunity to be one of their first five sales reps. Let’s go do it.

Scale 171

Scale Sales Hiring Sales Recruiting Sales 171

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. 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?

Scale 126

Scale SaaS Payments Sales Recruiting Payment Services 126

SaaStr

MARCH 10, 2020

But all of the training was done by what we called the SMB managers. And by separating these teams and by effectively allowing these two managers to split what would have traditionally been a sales leadership role, we were able to go a lot further without hiring external folks. We’re lucky that we sell to a lot different sized.

Scale 195

Scale Sales Hiring Sales Recruiting Scaling 195

SaaStr

AUGUST 30, 2019

Whitney is also an advisor to companies funded by the YC Continuity Fund, focusing on enterprise strategy, go-to-market strategy, leadership and execution. What does truly successful exec leadership look like in Whitney’s mind? What can founders do to attract seasoned SaaS execs to their early-stage company?

Sales Hiring 130

Sales Hiring Scale Technical Advisors Underperforming Technical Team 130

SmartKarrot

JANUARY 10, 2023

Develop the digital marketing, e-commerce and consulting skills of the SMB CSM teams through continued education, with the intent of forming CSMs who become key stakeholders in the success of the customers. Track team metrics and report performance data to CS leadership on a regular basis. Apply here: [link].

Customer Success 19

Customer Success Technical Review Outsourced Development Systems Review 19

SaaStr

JUNE 10, 2020

Before founding BetterCloud, David was an early employee of Cloud Sherpas (acquired by Accenture), where he led the company to become the leading cloud services partner to SMB worldwide. Then as you evolve, and I have not seen a business that is extremely late stage, I’ve not been part of a public company.

Scale 162

Scale Cloud Sales Hiring Technical Review 162

SaaStr

SEPTEMBER 18, 2020

Do you segment enterprise and SMB? And on this one, often when you ask yourself why you’re risk averse in a certain area, you’ll get down to leadership issue, a product issue, you don’t trust execution, so get to the why of why you won’t put the dollars there. Do you treat them by usage together?

Sales Hiring 243

Sales Hiring CTO Hire Scale Investment 243

SaaStr

JULY 26, 2019

” 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? I think if you think of it that way, you then will look at that and say, “Which total addressable market is the best?”

Sales Hiring 139

Sales Hiring Scale SaaS Payments Payment Services 139

SaaStr

MARCH 27, 2019

I think for me one of the biggest realizations for me, we were a mid market company, right, we grew up in SMB. When I started at Salesforce, we were SMB mid market, right, that’s really where we lived. And I was like … it was a crazy moment just thinking of the scale of the company now.

Scale 129

Scale VP of Engineering Mobile Scaling 129

Sales Hacker

APRIL 21, 2020

Do we need someone who can achieve results in a leadership position? Enterprise or SMB. Meanwhile, this helps minimize disruptions to your company culture and solidifies your reputation as a good place to work. Going up/down market. side note: this is a post all in itself). What type of salesperson do we need?

Sales Hiring 95

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 95

SaaStr

AUGUST 12, 2020

Some of the TCV numbers might’ve included multi or deals, but we basically went from one million in sales our first full year as a company, to seven million the second, to 21, to about 56 million the year that Microsoft bought us. We had SMB mid-market and enterprise teams, so we were attacking all those markets.

Startup 274

Startup Software Review Scale Systems Review 274

SaaStr

JANUARY 28, 2020

SMB numbers are harder to get with, but it’s like 60 or 70 for SMBs. ” So we want to own it and be able to work with sales and sort of a servant leadership perspective, put them in a position to prospect. That probably means they’ve tried more than 140, don’t you think? Aaron : That they know about.

Sales Hiring 202

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 202

SaaStr

OCTOBER 25, 2019

How does Liat think about aligning both the personal ambitions of the person with the wider objectives of the company? Why does Liat reject the notion of “hands off leadership?”. Companies often worry about whether to go horizontal or vertical, how does Liat personally think about this choice? Is there ever a right way to do it?

Sales Hiring 109

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 109