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

SEPTEMBER 26, 2019

So up to 100-150K and SMB, we’re at 2K. 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. So we had SMB, mid-market and enterprise. Gaetan Gachet : Depends on the segment. for enterprise.

Scale 136

Scale Sales Hiring Sales Recruiting Technical Advisors 136

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. Embody company culture and maintain high team engagement. Ramp up CSMs’ knowledge of the platform and internal operations.

Customer Success 19

Customer Success Technical Review Outsourced Development Systems Review 19

SaaStr

MARCH 10, 2020

But all of the training was done by what we called the SMB managers. The people we brought in, we genuinely believed they were really good and we had really low attrition, sub 10% year over year. So we sort of artificially created segments in our business. We’re lucky that we sell to a lot different sized.

Scale 198

Scale Sales Hiring Sales Recruiting Scaling 198

Casey Accidental

NOVEMBER 13, 2019

2 Founders have to shepherd the right new and existing resources most likely to value the business model transition and change the company culture. Strong businesses usually build a culture of understanding their customers and their model very well and catering to those needs. Excess SMB Inventory for Groupon.

Marketplace as a Service 106

Marketplace as a Service Business Model Business Underperforming Technical Team 106

Sales Hacker

APRIL 21, 2020

Enterprise or SMB. Meanwhile, this helps minimize disruptions to your company culture and solidifies your reputation as a good place to work. (side note: this is a post all in itself). What type of salesperson do we need? Executive-level presence with a strategic thought process to boot. Inbound or outbound.

Sales Hiring 93

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 93

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. Leyla Seka: Yeah, I mean, it happens in lots of different ways.

Scale 131

Scale VP of Engineering Mobile Scaling 131

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.

Scale 165

Scale Cloud Sales Hiring Technical Review 165

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 144

SMB Sales Funnel Company Culture Enterprise 144

SaaStr

JANUARY 28, 2020

SMB numbers are harder to get with, but it’s like 60 or 70 for SMBs. That probably means they’ve tried more than 140, don’t you think? Aaron : That they know about. Jason : It probably means they’ve piloted at least 280 or 512 and they have evaluated 1,000.

Sales Hiring 205

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 205

SaaStr

JANUARY 21, 2020

It’s an SMB SaaS company in the healthcare technology vertical. My talk today is the playbook to building a thriving sales culture. So you might be wondering who am I and why am I up here talking about sales culture? My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract.

Sales Recruiting 260

Sales Recruiting Sales Hiring Scale Sales 260

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

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 277

Startup Software Review Scale Systems Review 277

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 142

Sales Hiring Scale SaaS Payments Payment Services 142

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. Pssst Loving our podcast content?

Sales Hiring 132

Sales Hiring Scale Technical Advisors Underperforming Technical Team 132

SaaStr

SEPTEMBER 18, 2020

Do you segment enterprise and SMB? Not having the right account structure for us meant we took customers on, and we just spread them across account managers. And we were never really thoughtful, or we were thoughtful too late about: How do you look at your accounts? Do you treat them by usage together? Jason Lemkin: I see.

Sales Hiring 243

Sales Hiring CTO Hire Scale Investment 243

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 224

Scale Sales Recruiting Sales Hiring Scaling 224

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 121

Scale SaaS Payments SMB Sales Hiring 121

SaaStr

OCTOBER 25, 2019

The only objection when they invested was that this sort of store thing for SMB was so small, they projected the maximum exit would be seven hundred million. And he said it was one of the only deals at Bessemer where every single partner wanted to do it.

Sales Hiring 110

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 110